📖 Book Spotlight: Built to Win (Creating a world-class negotiating organization) by Hallam Movius & Lawrence Susskind
Fifteen years ago, Movius and Susskind were already making the case that negotiation should not be left to individual talent of one-off training programs. Their central argument was that only very few firms succeed in embedding negotiation as an organizational capability. Without systems, structures, and leadership alignment, skills don’t scale and outcomes remain inconsistent.
Key takeaways:
- Negotiation needs to be seen as a strategic capability, not just a personal skill.
- Training programs without organizational reinforcement rarely deliver lasting change.
- True excellence requires cross-functional alignment (sales, procurement, HR, leadership).
Today, the book remains a relevant call to action. It’s worth revisiting for anyone curious about the foundations of negotiation capability at the organizational level.