Breakthrough Business Negotiation: A Toolbox for Managers

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John Wiley & Sons, Aug 29, 2002 - Business & Economics - 320 pages
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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.

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Part One Foundations of the Breakthrough Approach
Part Two Building the Breakthrough Toolbox
Conclusion Building Breakthrough Negotiation Capabilities
Suggested Reading
Conceptual Glossary
About the Author

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Mediating International Crises

No preview available - 2005
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About the author (2002)

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.

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