Shaping the Game: The New Leader's Guide to Effective Negotiating

by Michael D. Watkins

Michael D. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their negotiation. In Shaping the The New Leader's Guide to Effective Negotiating , Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder—and succeed in those roles once they get there.

Genres: Business, Leadership, Nonfiction, Management

208 pages, Hardcover

First published June 22, 2006

Reviews

[Alex]

A reasonable expansion on the negotiation chapters of the first 90 days

The book was a good expansion of the first 90 days -- although it did include some sections word for word. If you enjoyed the first 90 days, it could be worth a read.

If you're interested in negotiation, I highly recommend "The Art of Woo" and "Never Split the Difference" instead.

[Madlyn]

Good read.

[Mattosan]

I believe this book to be a great starter for learning about negotiations. It provides top level frameworks that will already take you far and allow you to keep an overview of that complex topic. But my most important insight was, that this is just the beginning of a long journey of digging deeper and deeper, and especially practice, practice, practice...

[Alfred Walter]

Understand the negotiation‘s structure: the issues, the parties, the interests, how to bundle and unbundle positions, and how to create and capture value.

[James Pritchert]

This is certainly an interesting read and very comprehensive. It is a technical work that requires the utmost concentration to get anything out of it.

[Kristina]

1.5. It started off okay and then went to left field. 2006 wasn't that long ago so he should have taken e-mails and the obligatory CC into account. I was hoping for more.

[Aca]

Quite dry.