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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.
List 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
About the author
Joshua A. Gordon, JD, MA, 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. He has helped build organizational negotiation capability and served as a strategic negotiation advisor across just about every industry and sector. He is the co-author of The Sports Playbook: Building Teams that Outperform Year After Year, Routledge, 2018.
Gary T. Furlong, LL.M BA, is Chartered Mediator (CMed) 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 the co-author of The Sports Playbook: Building Teams that Outperform Year After Year, Routledge, 2018.
Summary
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.
