Built to Blog
In the spirit of sustaining our own learning and sharing our experience, we're carrying on an ongoing conversation about topics germane to Built to Win in this blog. Hal Movius is the primary author, but others will contribute too. We invite your comments and hope that this will be a valuable resource in your quest to build world-class negotiating organizations.
What is the best way to learn to negotiate? What is the best way to learn any complex new set of behaviors? Learning probably happens best when several pedagogical approaches are combined—didactic teaching, analogical reasoning, case studies, and varied role-plays. But observing effective negotiators in action—in this case, via professional video footage—may also be an important learning method.In Built to Win Larry Susskind and I argue that negotiation competence resides not just in individuals, but in organizations. What do we mean by that? How can an organization be competent in negotiations?
An organization that rises to the level of ‘world-class’ competence in negotiation does six things, in our view.
In this podcast, Hal Movius and Noah Susskind discuss why building individual negotiation skills can fail to produce organizational results.
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