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Shaping the Game: The New Leader's Guide to Effective Negotiating Hardcover – July 10, 2006
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Elsevier Sales & Deals
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About the Author
Top Customer Reviews
Watkins's focus is the need to both create value and capture value. He argues that you have to shift your style accordingly to circumstances -- sometimes on creating value, sometimes on capturing it. Sometimes you focus on interests and sometimes on positions. Sometimes you negotiate a transaction and sometimes you negotiate a relationship. They key is to know when to do what.
After providing an introduction to diagnosing negotiations in terms of structure and process, Watkins outlines a framework for developing negotiating strategies based on identifying what you need to do (1) before you get to the negotiating table and (2) once you get there. He also highlights the importance of not just playing the negotiating games the way others have defined them, but also focusing on "shaping the game." He rightly stresses that much is won and lost in the setup of negotiations, before you even get to the table.
The rest of the book lays out key elements of his approach:
* Match Strategy to Situation - Figure out what type of negotiation you are involved in and prepare for it accordingly.
* Plan to Learn and Influence - Engage with the other side "at the table" in ways that both help you to learn about their positions and interests and that influence them.
* Shape the Game - Focus on influencing basic setup of negotiations, such as who you negotiate with and what the issues are and what alliances you build, in ways that help you to create and capture value.Read more ›
Contents: Introduction; Understand Terms and Conditions; Negotiate Strategically; Match Situation to Strategy; Plan to Learn and Influence; Shape the Game; Organize to Improve; Conclusion; Notes; Recommended Reading; Index; About the Author
Watkins takes you through the life of a soon-to-be new employee of a fictional company. The employee is trying for a sales management job, and he has to negotiate his way through three potential job situations with three potential employers. His skill in carrying on these simultaneous discussions is only the beginning of his deal-making. When he finally accepts one and gets on-board, he realizes that there are some make-or-break issues that, if not successfully navigated, will sink both him *and* the company. It's a classic turn-around situation, and the stakes are the survival of the company. Using this storyline, the author presents the necessary skills needed to get all the parties to the table, to get everyone communicating openly (or as open as is possible), and to learn how to adapt your style of negotiating to fit the particular scenario. I think for me, the most valuable aspect of the book was learning that a "one size fits all" approach to deal-making doesn't work. Working out a one-time deal (such as the sale of your used car to a stranger) is far different than working out an on-going partnership (such as between your company and a strategic buyer or supplier).Read more ›
Watkins, an expert in leadership transitions and in negotiation, has come to believe that, "...effective leaders negotiate their way to success in their new roles." This book is meant to help ensure success in that endeavor.
Watkins sees four objectives for negotiations during career transitions:
1. Create value for both the new leader and for the organization.
2. Ensure that the new leader captures a fair share of that value.
3. Build and sustain relationships by the way the negotiations are conducted.
4. Enhance the new leader's reputation as a tough, creative and trustworthy individual.
His framework for negotiation likewise contains four elements:
1. Matching negotiating strategy to the reality of the situation. No more one-size-fits-all negotiation strategies.
2. Planning to learn and influence.
3. Shaping the game - strategies to change the negotiation game to better suit your strengths.
4. Organizing to improve your skills as a negotiator, and those of your organization.
I like the way Watkins has organized the book. He provides plenty of clear, visual models of the negotiation process. Each chapter is concluded with a checklist that summarizes the key things to watch for when negotiating.Read more ›
Most Recent Customer Reviews
As a Career Management Coach, I find this book very helpful in working with clients who are moving into leadership.Published on January 27, 2014 by Bettina in NYC
An excellent book that shows how important it is to adjust one's negotiating strategy to fit the situation. Read morePublished on August 28, 2007 by Trevor Cross
This provides a nice clear layout of the ideas behind successful negotiations. It's helpful to think clearly about the values and motivations of all the 'players' in the process. Read morePublished on May 13, 2007 by K&J's mommy