Breakthrough Business Negotiation
Subtitle: A Toolbox for Managers
Edition: 1 edition
Publisher: Jossey-Bass
Published: June 15, 2002
Language: eng
Format: Hardcover
Number of pages: 310
ISBN-13: 9780787960124
Subjects: Business negotiation; Management & management techniques; Negotiation in business; Entrepreneurship; Business & Economics; Business / Economics / Finance; Business/Economics; Negotiating; Business & Economics / Negotiating; Handbooks, manuals, etc
First sentence: In late 1997, Daniel Riley, the thirty-seven-year-old director of Aplha Microsystems' Technology Center in Austin, Texas, received a call from a headhunter.
Description: "From the CEO to the front-line Supervisor, every businessperson needs negotiation skills in order to succeed. Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This 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." "A practical and much-needed resource, Breakthrough Business Negotiation offers helpful case histories, concrete rules and guidelines, applications, and a wealth of handy negotiation tools."--BOOK JACKET.