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.

Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels.

Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and training consultants and students of business and law will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works.

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.