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Breakthrough Business Negotiation : A Toolbox for Managers

Breakthrough Business Negotiation : A Toolbox for Managers - 02 edition

ISBN13: 978-0787960124

Cover of Breakthrough Business Negotiation : A Toolbox for Managers 02 (ISBN 978-0787960124)
ISBN13: 978-0787960124
ISBN10: 0787960128
Cover type: Print On Demand
Edition/Copyright: 02
Publisher: Jossey-Bass, Inc.
Published: 2002
International: No

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Breakthrough Business Negotiation : A Toolbox for Managers - 02 edition

ISBN13: 978-0787960124

Michael Watkins

ISBN13: 978-0787960124
ISBN10: 0787960128
Cover type: Print On Demand
Edition/Copyright: 02
Publisher: Jossey-Bass, Inc.

Published: 2002
International: No
Summary

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.

Author Bio

Watkins, Michael : Harvard Business School

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.

Table of Contents

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.

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