Shaping the Game

Summary

Michael 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 transitions: negotiation.



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.