|
|
|
|
| LEADER |
04198cam a22003854a 4500 |
| 001 |
99744630304151 |
| 005 |
20241030105223.0 |
| 008 |
060106s2006 maua b 001 0 eng |
| 010 |
|
|
|a 2006000452
|
| 020 |
|
|
|a 1422102521
|
| 020 |
|
|
|a 9781422102527
|
| 035 |
|
|
|a (OCoLC)62858075
|
| 035 |
|
|
|a (OCoLC)ocm62858075
|
| 040 |
|
|
|a DLC
|c DLC
|d BAKER
|d UKM
|d OCLCQ
|d GILDS
|d UKMGB
|d U@S
|
| 042 |
|
|
|a pcc
|
| 049 |
|
|
|a U@SA
|
| 050 |
0 |
0 |
|a HD30.3
|b .W38 2006
|
| 082 |
0 |
0 |
|a 658.4/052
|2 22
|
| 100 |
1 |
|
|a Watkins, Michael,
|d 1956-
|
| 245 |
1 |
0 |
|a Shaping the game :
|b the new leader's guide to effective negotiating /
|c Michael Watkins.
|
| 260 |
|
|
|a Boston, Mass. :
|b Harvard Business School Press,
|c c2006.
|
| 300 |
|
|
|a xii, 196 p. :
|b il. ;
|c 22 cm.
|
| 504 |
|
|
|a Incluye referencias bibliográficas (p. 177-187) e índice.
|
| 505 |
0 |
|
|a Preface -- Introduction: Why negotiation is the most important skill for leaders taking on new roles ; How to think about your objectives as you negotiate your way into your new position ; Overview of the book -- 1. Understand terms and conditions: Developing a vocabulary for talking about negotiating. Understanding the structure of negotiations ; Understanding the dynamics of negotiation processes -- 2. Negotiate strategically: Why it is important to have a conceptual framework ; Thinking about negotiation structure, strategy, process, and outcomes ; Four key strategic imperatives ; The negotiation strategy matrix -- 3. Match strategy to situation: The dangers of one-size-fits-all thinking ; The need to match your negotiation style to the type of situation you face ; How to diagnose negotiations and develop high-impact strategies -- 4. Plan to learn and influence: The need to learn and influence in interactions with counterparts ; Figuring out what you need to learn and how to learn it ; Shaping counterparts¿ perceptions of their interests and alternatives -- 5. Shape the game: Skills that distinguish great negotiators from good ones ; The critical importance of having an early influence on who negotiates and what the agenda is ; Strategies for shaping the game, both at and away from the table -- 6. Organize to improve: Learning as a sustainable source of competitive advantage ; Accelerating your development as a negotiator ; Evaluating negotiation training programs ; Fostering organizational improvement in negotiation-intensive organizations -- Conclusion: The approach as a whole ; Coordinating strategies to play and shape the game and actions at and away from the table.
|
| 520 |
|
|
|a "Michael D. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder--and succeed in those roles once they get there." --Descripción del editor.
|
| 650 |
|
0 |
|a Communication in management.
|
| 650 |
|
0 |
|a Negotiation.
|
| 650 |
|
0 |
|a Problem solving.
|
| 650 |
|
0 |
|a Persuasion (Psychology)
|
| 650 |
|
0 |
|a Executive ability.
|
| 650 |
|
7 |
|a Comunicación en la administración.
|2 UDESA
|
| 650 |
|
7 |
|a Negociación.
|2 UDESA
|
| 650 |
|
7 |
|a Solución de problemas.
|2 UDESA
|
| 650 |
|
7 |
|a Persuasión (Psicología)
|2 UDESA
|
| 650 |
|
7 |
|a Aptitudes de mando.
|2 UDESA
|