Shaping the Game

In Shaping the Game: The New Leader's Guide to Effective Negotiating, Michael Watkins, author of the best-selling The First 90 Days, focuses on mastering negotiation as a vital skill for new leaders. Drawing from extensive research and consulting experience, he outlines four key objectives to guide negotiations: maximizing value, capturing that value, nurturing key relationships, and maintaining a strong reputation. The book offers practical strategies for adapting negotiation tactics to specific situations, influencing counterparts, and achieving favorable outcomes, equipping readers with the essential tools to navigate complex negotiating challenges and thrive in leadership roles.