Strategic Negotiation: Building Organizational Excellence by Joshua Gordon and Gary Furlong offers an Inspired and Practical Approach to Successful Negotiations Time and Again

November 29 10:06 2023
Joshua Gordon and Gary Furlong’s Strategic Negotiation: Building Organizational Excellence is the first negotiation book that builds a complete picture of not only individual negotiation skills, but critical organizational negotiation competencies needed for repeated success at the bargaining table.

Joshua Gordon and Gary Furlong are the co-authors of Strategic Negotiation: Building Organizational Excellence, A Roadmap to Harnessing the Power of Alignment.

Joshua 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.

Gary has extensive experience in negotiation, mediation, labor relations, and conflict resolution. Gary is a Chartered Mediator (C. Med.) and holds his Master of Laws (ADR) from Osgoode Hall Law School. Gary teaches at the Queen’s University Industrial Relations Centre, Osgoode Hall Law School, and for clients across Canada and the U.S. Gary was awarded the McGowan Award of Excellence in ADR in 2005 by the ADR Institute of Canada.

This one-on-one interview shares Joshua and Gary’s background and experience in writing Strategic Negotiation: Building Organizational Excellence, A Roadmap to Harnessing the Power of Alignment.

Tell us about Strategic Negotiation: Building Organizational Excellence.

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.

Strategic Negotiation takes readers past the myth that negotiation training alone will deliver results and good outcomes, as it is only the alignment of organizational skills and competencies with individual skills and performance that will result in consistent and predictable negotiation success.

In the book, we introduce readers to the Negotiation Capability Model (NCM), outlining six areas that sustain an effective negotiation function—Strategy, Values, and Direction; Individual Fit; Human Capital and Organizational Investment; Knowledge and Skills; Organizational Incentives; and Individual Interests.

We identify specific pathways to help any organization build a successful negotiation function and offer real world applications of the NCM model, showcasing how it works in collective bargaining, project management, mergers and strategic alliances, sales, procurement, and public engagement.

How did your background and experience influence your writing?

We both live at the intersection of leveraging research and decades of experience to provide books that are useful in taking evidence-based understanding and making it practical and impactful. 

What is one message you would like readers to remember?

Repeatable and predictable success in any negotiation requires both individual skills, as well as support and structure from the organization itself. Without this, all negotiations would simply be ad hoc exercises that deliver poor value, and far less value that could have been achieved. 

Through the book, we share an innovative, problem-solving approach to achieving great results in every negotiation.

Purchasing the Book

Empowering organizations to thrive, Strategic Negotiation: Building Organizational Excellence provides a clear diagnostic framework with specific approaches and processes that leaders can use to build a negotiation function that will succeed every time.

The book is available for sale on Amazon and other online bookstores.

Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, training consultants, and students of business and law who are looking to build a winning negotiation team are encouraged to purchase their copy today:

Connect with Authors Joshua Gordon and Gary Furlong:

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