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Companies that consistently negotiate more valuable agreements in ways that protect key relationships enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve in "Built to Win", authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of training and more training is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. "Built to Win" explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success.A final chapter provides practical how-to tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.

[美] 劳伦斯•萨斯坎德（Lawrence Susskind）

 哈佛法学院谈判项目副主席,麻省理工学院城市和环境设计教授,Consensus Building Institute谈判机构创始人,有40余年谈判培训和咨询经验。

 他的机构旨在解决全世界最复杂的公共纠纷,并提供有针对性的谈判培训和纠纷解决方案,有超过3万名公司管理人员和公共部门经理人参加过他设计或主持的培训项目。

[美] 哈勒姆•莫维斯（Hallam Movius）

 哈佛大学法学院谈判项目指导专家, Consensus Building Institute首席谈判专家,弗吉尼亚大学达顿商学院访问学者。

 他凭借社会学和临床心理学方面的专业知识帮助领导者和公司改善谈判方法和结果,以及处理影响谈判的心理偏见和人际关系模式。他在领导力、谈判、谈判培训有效性、跨文化业务协商,以及应对不同类型的刁钻谈判对手等方面都有独到的见解。

 他同来自美国、墨西哥、加拿大、新加坡、法国、瑞士、德国、荷兰、英国、秘鲁以及巴西的不同公司均有合作。