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    The Breakthrough Business Negotiation: A Toolbox for Managers (Hardback) By (author) Michael Watkins

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    DescriptionBreakthrough 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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  • Full bibliographic data for The Breakthrough Business Negotiation

    Title
    The Breakthrough Business Negotiation
    Subtitle
    A Toolbox for Managers
    Authors and contributors
    By (author) Michael Watkins
    Physical properties
    Format: Hardback
    Number of pages: 320
    Width: 155 mm
    Height: 231 mm
    Thickness: 25 mm
    Weight: 2,427 g
    Language
    English
    ISBN
    ISBN 13: 9780787960124
    ISBN 10: 0787960128
    Classifications

    BIC E4L: BUS
    B&T Book Type: NF
    Nielsen BookScan Product Class 3: S4.2
    BIC subject category V2: KJM
    LC subject heading:
    BIC subject category V2: KJN
    B&T Modifier: Subject Development: 10
    B&T General Subject: 180
    Warengruppen-Systematik des deutschen Buchhandels: 17810
    Ingram Subject Code: BE
    Libri: I-BE
    DC22: 658.4052
    B&T Merchandise Category: POD
    BISAC V2.8: BUS047000, BUS025000
    DC22: 658.4/052
    DC21: 658.405
    LC subject heading:
    LC classification: HD58.6 .W37 2002
    Thema V1.0: KJH, KJN
    Edition
    1
    Publisher
    John Wiley & Sons Inc
    Imprint name
    Jossey-Bass Inc.,U.S.
    Publication date
    16 May 2002
    Publication City/Country
    New York
    Author Information
    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.
    Back cover copy
    "As a venture capitalist, I negotiate every day. Michael Watkins's book is the first I have found that truly grapples with the complications of real-world negotiations. I am struck by how often its tools and techniques apply to my past and current experiences in negotiation. This book is a powerful tool for anybody who wants to take control and come out on top. I wish I had read it twenty years ago." --John F. Eckert, founder and managing partner, McLean Watson Capital Inc., and president, Canadian Venture Capital Association"The best negotiators often seem to be guided by instinct, but Michael Watkins reveals powerful principles that can increase anyone's effectiveness in negotiation. He lays out a clear framework for conducting complex negotiations so you can ask the right questions and focus on the right issues. He then demonstrates how the framework applies to a variety of real-world dynamic situations. I highly recommend this book." --Steven Cohen, partner and specialist in mergers and acquisitions, Wachtell, Lipton, Rosen & Katz""Breakthrough Business Negotiation" deserves a spot on every negotiator's bookshelf. Watkins has written a comprehensive guide that makes the daunting task of negotiation approachable for everyone. It is a rare gem that brings academic rigor to the real world. Even the most experienced negotiator will find much that is fresh and enjoyable here." --Rob Aiello, managing director, Updata Capital
    Flap copy
    From the CEO to the front-line supervisor, every businessperson needs negotiation skills in order to succeed."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.A simple negotiation is a rarity. The hallmarks of most business negotiations are multiple parties and issues, shifting interests, and relentless time pressure. Watkins's unique systems-analysis technique is a powerful tool for managing fluid and intricate situations. His emphasis on identifying the fundamentals and analyzing their interactions will equip you to become an architect of negotiation structure and process and to achieve your long-term goals.A practical and much-needed resource, "Breakthrough Business Negotiation" offers helpful case histories, concrete rules and guidelines, applications, and a wealth of handy negotiation tools.
    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.