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.
Table of Content
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.
About the author
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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