Built to Win: Creating a World-class Negotiating Organization
A decade after it was first published, Built to Win: Creating A World Class Negotiating Organization (Harvard Business Press) is widely recognized as a groundbreaking book. It explains why negotiation can and must be thought of as an organizational capability, and provides an actionable, three-step model for making negotiation a sustainable competitive advantage.
Synthesizing by cutting-edge research and examples from some of the world’s leading companies, Built to Win is a must-read for business and learning officers, senior leaders in large organizations, human resource managers seeking to document ROI, and anyone who negotiates on behalf of others.It has been translated into four languages.
“Profoundly important… This is a terrific book.”
— Tom Peters
What People Are Saying
Built to Win is a must read for everyone in the C-Suite challenged by complex negotiations with clients, suppliers and employees. Even the most skilled negotiators cannot win without an organization that is aligned around the principles taught in this very timely work.”
– Steve Goldstein
CFO, Ogilvy & Mather Worldwide
“Built to Win provides a practical framework that will appeal not only to negotiators, but to those responsible for developing strategy, systems and talent in their organizations. This book offers powerful, cost-effective ideas toward more effective negotiation strategies.
- Karen King
McDonald's East Division President
Reviews:
(Five stars) “A business book that Realizes knowledge is power, Built to Win is a fine and highly recommended read for any manager.”
- Midwest Book Review
“An essential book for IT leaders.”
- CIO Insight
“…a close look at a complex topic, providing a roadmap to better understanding.”
- BizEd Magazine