Negotiation Training and Organizational Capacity: Hal Movius

Hal Movius, discusses why building individual negotiation skills can fail to produce organizational results. Dr. Movius, co-author of "Built to Win: Creating a World-Class Negotiation Organization", explains how business leaders focus too much on building general negotiation skills, and not enough on assessing and changing organizational constraints — the way that roles, processes, and incentives are structured.