“Gordon teaches us that consistent success in negotiating ultimately rests not on an organization having great negotiators–those are needed–but on the organization being built and optimized to support great negotiating. Gordon take us a step farther than the existing literature, and provide clear guidance for the internal work an organization must do to prepare to effectively partner with negotiating counterparts. The guidance is specific, nuanced, and presented with clear specification for implementation. And a hidden gem here: the Negotiation Capability Model not only sets a company up for better negotiations: it points to much better overall integration of structure, strategy and practice across the organization.”