Breakthrough Business Negotiation A Toolbox for Managers 1st edition by Michael Watkins 9780470631409 0470631406
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Authors:Michael Watkins , Series:Management [154] , Tags:Business & Economics; Negotiating; General , Author sort:Watkins, Michael , Ids:9780787960124 , Languages:Languages:eng , Published:Published:May 2002 , Publisher:Wiley , Comments:Comments: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.
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ISBN 10:0470631406
ISBN 13:9780470631409
Author: Michael Watkins
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.
Breakthrough Business Negotiation A Toolbox for Managers 1st Table of contents:
Part One Foundations of the Breakthrough Approach
Part Two Building the Breakthrough Toolbox
Conclusion Building Breakthrough Negotiation Capabilities
Note
Suggested Reading
2Conceptual Glossary
About the Author
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