Breakthrough Business Negotiation: A Toolbox for Managers

Front Cover
John Wiley & Sons, Aug 29, 2002 - Business & Economics - 320 pages
0 Reviews
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.
 

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

Part One Foundations of the Breakthrough Approach
1
Part Two Building the Breakthrough Toolbox
115
Conclusion Building Breakthrough Negotiation Capabilities
233
Notes
241
Suggested Reading
259
Conceptual Glossary
263
About the Author
271
Index
273
Copyright

Other editions - View all

Common terms and phrases

References to this book

Mediating International Crises

No preview available - 2005
All Book Search results »

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.

Bibliographic information