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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] 勞倫斯•薩斯坎德（Lawrence Susskind）

 哈佛法學院談判項目副主席，麻省理工學院城市和環境設計教授，Consensus Building Institute談判機構創始人，有40餘年談判培訓和谘詢經驗。

 他的機構旨在解決全世界最復雜的公共糾紛，並提供有針對性的談判培訓和糾紛解決方案，有超過3萬名公司管理人員和公共部門經理人參加過他設計或主持的培訓項目。

[美] 哈勒姆•莫維斯（Hallam Movius）

 哈佛大學法學院談判項目指導專傢， Consensus Building Institute首席談判專傢，弗吉尼亞大學達頓商學院訪問學者。

 他憑藉社會學和臨床心理學方麵的專業知識幫助領導者和公司改善談判方法和結果，以及處理影響談判的心理偏見和人際關係模式。他在領導力、談判、談判培訓有效性、跨文化業務協商，以及應對不同類型的刁鑽談判對手等方麵都有獨到的見解。

 他同來自美國、墨西哥、加拿大、新加坡、法國、瑞士、德國、荷蘭、英國、秘魯以及巴西的不同公司均有閤作。