In Shaping the Game: 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 undertake: 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.
©2006 Michael Watkins; (P)2007 Gildan Media
"This logical, thought-provoking guide is a useful tool for leaders, new and old." (Publishers Weekly)
It is possible that the author knows what he is trying to say, but I learnt nothing from it. He generalizes when he needs to be specific. He is far too verbose, assaulting us with a flood of corporate speak instead of English.
For example, instead of simply writing "come to an agreement", he writes "come to an agreement on a particular set of issues". This might sound like not big deal, but this repeated use of unnecessary words only serves to obscure his meaning and annoy the listener.
This best selling, highly respected author, teaches hands-on strategies and provides all the tools you need to become a world-class negotiator. He shows how to create the most value for yourself and your company. I recommend it to all leaders and anyone who wants a boost up the career ladder.
"Excellent book but doesn't work in audio format"
"Shaping The Game" is an excellent book and essential reading for anyone who wants to improve their negotiating skills. Although it's written from the perspective of someone entering a new role, the practical strategies and principles apply to any situation.
The material covers such areas as understand negotiating terms and conditions, how to negotiate strategically and matching the situation to the negotiating strategy. I have already implemented a number of things from this book with demonstrable success.
Shaping The Game is a first rate publication, deserving of 5 stars. So why have I only rated this audio version 2 stars? The reason is that the printed book contains several diagrams that are essential to understanding some topics. In this audio version, the narrator reads the text literally and in doing so only references the diagrams rather than explaining them.
To make this book suitable for audio format, either the script should be changed or the diagrams be provided in a pdf booklet. I would prefer the latter. Without either of these, the only way to get the most from this book is to buy the printed version, which I have now done.
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