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.

zlib/no-category/Michael Watkins, Ann Goodsell/Breakthrough Business Negotiation. A Toolbox for Managers_10990172.epub

Michael Watkins; Soundview Executive Book Summaries

Michael Watkins, Michael D. Watkins

Soundview Executive Book Summaries ; [Distributed by Books24x7.com

New Lexington Press, The

Business book summary, 1st ed, San Francisco, ©2002

John Wiley & Sons, Inc., San Francisco, 2002

Concordville, Pa.] : [Norwood, Mass, ©2003

United States, United States of America

1 edition, June 15, 2002

1, PT, 2002

<p>"As a venture capitalist, I negotiate every day. Michael Watkins's book is the first I have found that truly grapples with the complications of real-world negotiations. I am struck by how often its tools and techniques apply to my past and current experiences in negotiation. This book is a powerful tool for anybody who wants to take control and come out on top. I wish I had read it twenty years ago."<br>
—<b>John F. Eckert</b>, founder and managing partner, McLean Watson Capital Inc., and president, Canadian Venture Capital Association</p>
<p>"The best negotiators often seem to be guided by instinct, but Michael Watkins reveals powerful principles that can increase anyone's effectiveness in negotiation. He lays out a clear framework for conducting complex negotiations so you can ask the right questions and focus on the right issues. He then demonstrates how the framework applies to a variety of real-world dynamic situations. I highly recommend this book."<br>
—<b>Steven Cohen</b>, partner and specialist in mergers and acquisitions, Wachtell, Lipton, Rosen &amp; Katz</p>
<p>"<i>Breakthrough Business Negotiation</i> deserves a spot on every negotiator's bookshelf. Watkins has written a comprehensive guide that makes the daunting task of negotiation approachable for everyone. It is a rare gem that brings academic rigor to the real world. Even the most experienced negotiator will find much that is fresh and enjoyable here."<br>
—<b>Rob Aiello</b>, managing director, Updata Capital</p>


<p>Winner of the CPR Institute's prize for outstanding book in the field of negotiation and dispute resolution for 2002. CPR is the leading US professional organization of negotiation and dispute resolution professionals.
<p>Named one of the top-30 business books of 2003 by Soundview Executive Book Summaries.</p>

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Annotation rdquo;As a venture capitalist, I negotiate every day. Michael Watkins' book is the first I have found that truly grapples with the complications of real-world negotiations. I am struck by how often its tools and techniques apply to my past and current experiences in negotiation. This book is a powerful tool for anybody who wants to take control and come out on top. I wish I had read it twenty years ago.rdquo; --John F. Eckert, founder and managing partner, McLean Watson Capital Inc., and president, Canadian Venture Capital Association"The best negotiators often seem to be guided by instinct, but Michael Watkins reveals powerful principles that can increase anyone' effectiveness in negotiation. He lays out a clear framework for conducting complex negotiations so you can ask the right questions and focus on the right issues. He then demonstrates how the framework applies to a variety of real-world dynamic situations. I highly recommend this book.rdquo; --Steven Cohen, partner and specialist in mergers and acquisitions, Wachtell, Lipton, Rosen & Katz"Breakthrough Business Negotiation deserves a spot on every negotiator' bookshelf. Watkins has written a comprehensive guide that makes the daunting task of negotiation approachable for everyone. It is a rare gem that brings academic rigor to the real world. Even the most experienced negotiator will find much that is fresh and enjoyable here.rdquo; --Rob Aiello, managing director, Updata Capital

"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.

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.

2020-12-08