Built to Win

I. Introduction: What is negotiation, and why is it important? How do organizations try to improve their negotiation performance? How do organizations learn from their negotiations? Built to Win: Creating a world class negotiating organization Whose line is it, anyway? Getting there from here

II. Negotiation is an organizational capability
The negotiating organization: a strategic advantage What do successful organizations do? The nine steps to creating a world class negotiating organization

III. Assess Current Challenges and Opportunities
Step 1: Start with A Sound Theory: the Mutual Gains Approach
Keep culture in mind Specify success criteria
Step 2: Assess Negotiation Performance
Use confidential interviewing Analyze the findings from multiple perspectives Diagnose opportunities Avoid assigning blame
Step 3: Include Prescriptions and Recommendations in the Assessment
Diagnose gaps and opportunities Assess current learning strategies Provide a vision for the future
Step 4: Identify Sponsors and Champions
Start with a champion Secure senior leader sponsorship Create funding for intervention Commit to goals

IV. Create a Culture of Learning

Step 5: Provide a Common Model and Language
Provide training to core leaders Tailor the training materials Provide new templates Encourage opportunistic experiments Provide effective coaching
Step 6: Adjust and Align Operating Procedures
Pinpoint procedures that need to be changed Mandate a better negotiation preparation process Re-align relevant incentives Clarify roles and responsibilities
Step 7: Commit to Organizational Learning
Support the champions Document successes (and failures) Create a Virtual Community of Excellence Roll out additional training as needed

V. Sustain Your New Competitive Advantage

Step 8: Evaluate (Level IV) Impact
Gather stories Develop quantitative estimates Share the good news Balance short and long-term gains Learn from failures
Step 9: Address Persistent