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Breakthrough Business Negotiation Michael Watkins (Harvard Business School, Boston, Massachusetts)

Breakthrough Business Negotiation By Michael Watkins (Harvard Business School, Boston, Massachusetts)

Breakthrough Business Negotiation by Michael Watkins (Harvard Business School, Boston, Massachusetts)

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Summary

Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This smart and practical book by Michael Watkins, a leading expert in negotiation at Harvard Business School, presents principles that apply to any negotiation situation and tools to achieve breakthrough results.

Breakthrough Business Negotiation Summary

Breakthrough Business Negotiation: A Toolbox for Managers by Michael Watkins (Harvard Business School, Boston, Massachusetts)

Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This smart and practical book by Michael Watkins, a leading expert in negotiation at Harvard Business School, presents principles that apply to any negotiation situation and tools to achieve breakthrough results. Step by step, Breakthrough Business Negotiation demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade others, organize a deal cycle, and create strategic alliances. Watkins also explains how to prevent disputes from poisoning deals.

Breakthrough Business Negotiation Reviews

As a venture capitalist, I negotiate every day. Michael Watkins'sbook is the first I have found that truly grapples with thecomplications of real-world negotiations. I am struck by how oftenits tools and techniques apply to my past and current experiencesin negotiation. This book is a powerful tool for anybody who wantsto take control and come out on top. I wish I had read it twentyyears ago.
--John F. Eckert, founder and managing partner, McLean WatsonCapital Inc., and president, Canadian Venture Capital Association

The best negotiators often seem to be guided by instinct, butMichael Watkins reveals powerful principles that can increaseanyone's effectiveness in negotiation. He lays out a clearframework for conducting complex negotiations so you can ask theright questions and focus on the right issues. He then demonstrateshow the framework applies to a variety of real-world dynamicsituations. I highly recommend this book.
--Steven Cohen, partner and specialist in mergers andacquisitions, Wachtell, Lipton, Rosen & Katz

Breakthrough Business Negotiation deserves a spot on everynegotiator's bookshelf. Watkins has written a comprehensive guidethat makes the daunting task of negotiation approachable foreveryone. It is a rare gem that brings academic rigor to the realworld. Even the most experienced negotiator will find much that isfresh and enjoyable here.
--Rob Aiello, managing director, Updata Capital

About Michael Watkins (Harvard Business School, Boston, Massachusetts)

Michael Watkins is associate professor of business administration at Harvard Business School, where he teaches negotiation and corporate diplomacy. He also has taught at Harvard's Kennedy School of Government. He is the coauthor of Breakthrough International Negotiation (Jossey-Bass, 2001), Right from the Start (1999), and Winning the Influence Game (John Wiley & Sons, 2001). He is also an associate and frequent participant in the Program on Negotiation at Harvard Law School.

Table of Contents

PREFACE.

INTRODUCTION.

PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.

CHAPTER 1. DIAGNOSING THE SITUATION.

CHAPTER 2. SHAPING THE STRUCTURE.

CHAPTER 3. MANAGING THE PROCESS.

CHAPTER 4. ASSESSING THE RESULTS.

PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.

CHAPTER 5. OVERCOMING POWER IMBALANCES .

CHAPTER 6. BUILDING COALITIONS.

CHAPTER 7. MANAGING CONFLICT.

CHAPTER 8. LEADING NEGOTIATIONS.

CHAPTER 9. NEGOTIATING CRISES.

CONCLUSION.

SUGGESTED READINGS.

ENDNOTES.

CONCEPTUAL GLOSSARY.

INDEX.

Additional information

GOR013501018
9780787960124
0787960128
Breakthrough Business Negotiation: A Toolbox for Managers by Michael Watkins (Harvard Business School, Boston, Massachusetts)
Michael Watkins (Harvard Business School, Boston, Massachusetts)
Used - Like New
Hardback
John Wiley & Sons Inc
2002-05-16
320
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
The book has been read, but looks new. The book cover has no visible wear, and the dust jacket is included if applicable. No missing or damaged pages, no tears, possible very minimal creasing, no underlining or highlighting of text, and no writing in the margins

Customer Reviews - Breakthrough Business Negotiation