Breakthrough Business Negotiation

A Toolbox for Managers

By: Michael D. Watkins

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Hardcover | 22 April 2002 | Edition Number 1

At a Glance

Hardcover
320 Pages

Dimensions(cm)
24.15 x 15.95 x 2.71

Hardcover

$118.75

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<i>Breakthrough Business Negotiation</i> 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, <i>Breakthrough Business Negotiation</i> 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.

Industry 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

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