Description
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.
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.
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
Book Information
ISBN 9780787960124
Author Michael Watkins
Format Hardback
Page Count 320
Imprint Jossey-Bass Inc.,U.S.
Publisher John Wiley & Sons Inc
Weight(grams) 572g
Dimensions(mm) 242mm * 160mm * 27mm
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.
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
Book Information
ISBN 9780787960124
Author Michael Watkins
Format Hardback
Page Count 320
Imprint Jossey-Bass Inc.,U.S.
Publisher John Wiley & Sons Inc
Weight(grams) 572g
Dimensions(mm) 242mm * 160mm * 27mm
