Built to Win: Creating a World Class Negotiating Organization

In Built to Win, respected negotiation experts Hallam Movius and Lawrence Susskind argue that companies waste millions by investing only in off-the-shelf negotiation training for their employees, without addressing organizational barriers to deploying best practices. This groundbreaking book lays out a more holistic — and less expensive — strategy, one that charges leaders with making negotiation a core organizational competence.

Drawing on more than forty years of training and consulting work, and grounded in theory and supported by decades of research, Built to Win outlines a prescriptive, tools-driven model for aligning organizational structures, processes, and culture with negotiation goals. Movius and Susskind provide a practical, three-phase model that walks leaders through assessing current negotiation performance, aligning incentives and championing goals, and setting up metrics and systems to perpetuate learning. The result: a world-class negotiating organization capable of:

Reaching consistently higher-value agreements that are more likely to be implemented;

Defining and calibrating interests and priorities across the organization;

preparing more compelling options for gain by accessing distributed knowledge;

learning from each negotiation to create a competitive advantage;

protecting relationships and reputations.