Strategic Negotiation: Building Organizational Excellence
A Roadmap to Harnessing The Power of Alignment
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Empowering organizations to thrive, this book provides a clear diagnostic framework, with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time.
Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels.
Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and more, as well as training consultants and students of business and law, will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works.
Table of Contents
1. The Negotiation Assessment Tool. 2. Negotiation as Art and Science. 3. An Overview of the Negotiation Capability Model. 4. Level 2 of the Negotiation Capability Model -- Repeatable Competence. 5. Level 3 of the Negotiation Capability Model -- Adaptive Flexibility. 6. Level 4 of the Negotiation Capability Model -- Optimized Performance. 7. Implementing Alignment - Mapping the Journey. 8. Many Forms of Success - The Negotiation Capability Model Applied. 9. Tools and Guides for Assessment, Planning and Reflection. 10. A Curated List of Resources
Joshua A. Gordon, JD, MA
Joshua Gordon is an experienced educator, arbitrator, negotiator, facilitator, consultant, and organization capability builder. Joshua is faculty at the University of Oregon Lundquist College of Business where he teaches courses on negotiation, conflict management, law, and sports business. Joshua has helped build organizational negotiation capability and served as a strategic negotiation advisor across just about every industry and sector. Joshua is a co-author of The Sports Playbook: Building Teams that Outperform Year After Year, Routledge, 2018.
Gary T Furlong, B.A., LL.M. (ADR), C.Med
Gary is a Chartered Mediator (C. Med.) and holds his Master of Laws (ADR) from Osgoode Hall Law School. He is the author of "The Conflict Resolution Toolbox", Second Edition, John Wiley and Sons, 2020, the co-author of "BrainFishing: A Practice Guide to Questioning Skills", FriesenPress 2018, and co-author of The Sports Playbook: Building Teams that Outperform Year After Year, Routledge, 2018.
"Strategic Negotiation: Building Organizational Excellence teaches us that consistent success in negotiating ultimately rests not on an organization having great negotiators--those are needed--but on the organization being built and optimized to support great negotiating. Furlong and Gordon take us a step farther than the existing literature, and provide clear guidance for the internal work an organization must do to prepare to effectively partner with negotiating counterparts. The guidance is specific, nuanced, and presented with clear specification for implementation. And a hidden gem here: the NCM not only sets a company up for better negotiations: it points to much better overall integration of structure, strategy and practice across the organization."
Eben A. Weitzman, PhD, Department of Conflict Resolution, Human Security, and Global Governance / John W. McCormack Graduate School of Policy and Global Studies / University of Massachusetts Boston
"Negotiation teaching has always focused on what the spokespeople say to each other, around a table or zoom screen. This book goes far beyond this, to explain what an organization must do to bargain well. It’s unique among books on bargaining—it explains, clearly and straightforwardly, what a community group or large corporation should do to prepare its people to bargain effectively and achieve its long term goals."
Professor Dwight Golann, Suffolk University Law School
"Strategic Negotiation: Building Organizational Excellence is a game changer! This is the perfect book for anyone that wants to learn about the inner workings of the art and science of negotiating. This is Da Vinci - artist and engineer. For the first time ever, there is a book that takes a comprehensive approach to providing tools needed to educate individuals and organizations about negotiation and how the two work in partnership to create a standard and uniformity in how we negotiate. I will be using this masterpiece as mandatory reading in both my undergraduate and graduate courses. The days of how we traditionally build negotiation competency is over."
Dr. Marc Williams, Pacific University, Founding Director, Center For Entrepreneurship, Sports and Entertainment
"If you're looking for a research-based how-to guide on navigating negotiations within your organization, then this is one you should definitely keep by your nightstand. The negotiation frameworks, countless real-world examples, and in-depth analysis made Strategic Negotiation table a powerful resource for both novice to experienced negotiators. "
Coach AK Ikwuakor, Certified Executive Coach & Sales Coaching Lead at Google
"Josh and Gary have identified and solved for a real gap in the space of negotiation theory and training. By taking a team and systems approach to enhancing the skill set for the organization, not just the individual, they tap into all of the alignment and reinforcing mechanisms necessary to drive meaningful and sustainable behavior change and organizational impact."
Stephen Frenkel, Voyager Executive Consulting, LLC, Senior Director of Organizational Development at Cigna
"A fresh look at the elements of successful, repeatable negotiation competence for organizations. By focusing on the organization and not just individual negotiator's skills, this book is a real contribution to the field. Graphics, summaries, and real-world examples give added value."
James E McGuire, JAMS, Mediator and Arbitrator
"Most view negotiation as occurring between two disputing parties. Sometimes, in online dispute resolution, technology serves as a kind of 'Fourth Party,' assisting in some way to manage communication. Strategic Negotiation: Building Organizational Excellence expertly points us in a new and valuable direction by alerting us to the powerful influence of the organization on the participants."
Ethan Katsh, Director at National Center for Technology and Dispute Resolution at the University of Massachusetts, Amherst
"Joshua and Gary have developed a holistic and systemic negotiation approach that aims to connect individual training with organisational and institutional needs. Their Negotiation Capability Model is a useful tool to broaden the field of negotiation to help us focus on the connections between individual skills and abilities through alignment with strong organisational frameworks."
Enda Young, Founder of the Negotiation and Influencing Programme at Queen's University Belfast and Managing Director of Mediation, Northern Ireland
"Negotiation doesn’t happen in a vacuum. Furlong and Gordon recognize this and show the reader how organizations can set the stage for negotiation success by taking a holistic approach to the practice. This book is a valuable addition to the bookshelves of negotiators and organizational leaders alike."
David Wagner, University of Oregon Professor of Management
"This book changed my perspective on how to train negotiators. Rather than focusing on building the skills of an individual, I learned how important the context of the organization is to set them up for success. The Negotiation Capability Model brings a clear, specific, and actionable framework to create the right environment for negotiators to truly succeed."
Mary Miksch, Director of Organizational Development and Training at Neil Kelly Company
"If any organisation wants to turbo-charge their negotiations then this book provides the insight. This book allows any organisation to self-assess its own maturity to develop a unique roadmap for evolving both firm and individuals over time - a must-read for individual professionals and business leaders alike!"
Cosette M. Reczek, Founder, Permuto Consulting
"This book offers a strong argument and path for improving your organization’s efficacy, and bottom line, by improving foundational negotiation capabilities. As an engineer, the structure and applicable model resonated loudly for the organizations I work with!"
Peter Cheimets, Lead Business Developer at the Smithsonian Astrophysical Observatory