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Breakthrough Business Negotiation: A Toolbox for Managers by Michael Watkins

Breakthrough Business Negotiation: A Toolbox for Managers

by Michael Watkins
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Book cover type: Paperback
  • ISBN13: 9780470631409
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Jossey-Bass
  • Publisher Imprint: Jossey-Bass
  • Publication Date:
  • Pages: 320
  • Original Price: GBP 42.5
  • Language: English
  • Edition: N/A
  • Item Weight: 445 grams
  • BISAC Subject(s): Negotiating, Entrepreneurship, and Leadership

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.

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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