Breakthrough Business Negotiation: A Toolbox for Managers / Edition 1

Breakthrough Business Negotiation: A Toolbox for Managers / Edition 1

by Michael Watkins
     
 

ISBN-10: 0787960128

ISBN-13: 9780787960124

Pub. Date: 05/06/2002

Publisher: Wiley

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

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Overview

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.

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Product Details

ISBN-13:
9780787960124
Publisher:
Wiley
Publication date:
05/06/2002
Edition description:
1ST
Pages:
320
Product dimensions:
6.28(w) x 9.51(h) x 1.07(d)

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.

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