PublishedHarvard Business Review Press, September 2021 |
ISBN9781633699496 |
FormatHardcover, 272 pages |
Dimensions23.4cm × 15.5cm |
In today's volatile, disruptive, ultra-competitive business environment, Bill Sanders and Frank Mobus provide a new, useful, simple framework based on the popular Mobus negotiation training course used by more than half of the Fortune 500 including IBM, General Motors, Ford AT&T and many others.
A new approach to negotiation that doesn't tiptoe around conflict and tension, but acknowledges and uses them.
A much-needed playbook for negotiating in a fast-changing and complex world.
A useful, simple framework based on three basic but distinct contexts for negotiating: Bargaining, Deal Making, Relationship Building.
Instructive, current stories.
Engaging use of dialogue to illustrate negotiation dynamics and techniques.
Compact and well-written.
Audience: Broad audience of executives, managers, emerging leaders, and aspiring professionals who want to enhance their personal effectiveness by sharpening their negotiating knowledge and skill.
