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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Michael Watkins' book: "Shaping the Game: The New Leader's Guide to Effective Negotiating".
This complete summary of the ideas from Michael Watkins' book "Shaping the Game" shows that the only real source of business momentum comes from effective negotiation with others: the most powerful leaders are always the most successful negotiators. In his book, the author explains that good negotiators are always aware of four key objectives: adding value, capturing a fair share of that value, building relationships and enhancing personal credibility. This summary demonstrates four strategic imperatives that can be used to achieve these key objectives and how you can adapt your approach to get what you want out of every negotiation.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your knowledge
To learn more, read "Shaping the Game" and discover the key to shaping negotiations and making a successful deal.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 35
Veröffentlichungsjahr: 2014
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Book Presentation:Shaping The Gameby Michael Watkins
Book Abstract
About the Author
Important Note About This Ebook
Summary ofShaping The Game(Michael Watkins)
Book Presentation:Shaping The Gameby Michael Watkins
Book Abstract
MAIN IDEA
The better you are at negotiating, the more powerful you become as a business leader. Effective leaders always negotiate their way to success because this is the only way sources of potential energy (both within and external to the organization) can be properly aligned and accessed. Learn how to negotiate effectively with people inside and outside your organization and you have the ultimate source of business leverage available.
There are four fundamental objectives you should try and achieve in every negotiation you undertake:
To create as much added value as possible by aligning the interests of everyone involved.To capture a fair and sustainable share of that added value for your organization.To build and sustain good long-term relationships with all parties to the negotiation.To enhance your personal credibility and reputation as a leader who is tough and creative but ultimately trustworthy.To craft negotiations which will achieve these objectives, there are four strategic imperatives which you should always attempt to apply in every negotiation you face as a leader:
“Leadership is ultimately about leverage. To lead, you must figure out how to tap into the sources of potential energy that are latent in your organization, and powerfully channel them to achieve desired goals. After all, you are just one person; alone, you can achieve little. The essence of leadership, then, lies in identifying sources of potential energy – in the people, relationships, technologies, products, systems and structures in your organization – and then in figuring out how to activate them and align them. Great leaders catalyze action; they serve as a template for driving alignment and creating a new sense of purpose in the seeming chaos and complexity of human organization. I have come to believe that negotiation is the single most important skill that leaders exercise during their transition into new roles. By negotiation, incidentally, I don’t mean haggling over a used car; I mean a more expansive view of negotiation as creating and capturing value in a network of relationships. Effective leaders negotiate their way to success in their new roles. Because if you can’t engage in effective negotiation (and its close relatives, influence and alliance building), the best analysis and planning isn’t going to take you anywhere. The key drivers of effectiveness in your new role – gaining alignment with your new boss, restructuring and leveraging your team, creating coalitions to support your early-win initiatives, and dealing with customers and suppliers – all boil down to negotiating effectively with influential players inside and outside your organization. To succeed in making transitions into challenging new positions, you have to be effective at negotiating.”
– Michael Watkins
About the Author
MICHAEL WATKINS is a professor of practice at INSEAD, a European business school. Dr. Watkins is also the founding partner of Genesis Advisors, a leadership strategy consulting firm. He is the author of The First 90 Days and Breakthrough Business Negotiation as well as being coauthor of Predictable Surprises, The First 90 Days in Government, Breakthrough International Negotiation, Winning the Influence Game and Right From the Start. Dr. Watkins is a graduate of the University of Waterloo, the University of Western Ontario and Harvard University. He previously served as a professor at the Harvard Business School.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary ofShaping The Game(Michael Watkins)
A Negotiation Toolbox
Negotiation is never one-size-fits-all. Always take the time to analyze what type of negotiation you are facing and then craft your strategy accordingly. Pause and look at:
The structure of the negotiation.The process by which a final decision will be reached.When you understand a negotiation’s structure and process well, you then have a solid foundation from which you can develop strategies that will help you succeed.
