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xxiii, 290 p. : ill. ; 24 cm.
  • Introduction
  • Diagnosing the situation
  • Shaping the structure
  • Managing the process
  • Assessing the results
  • Overcoming power imbalances
  • Building coalitions
  • Managing conflict
  • Leading negotiations
  • Negotiating crises
  • Conclusion: Building breakthrough negotiation capabilities.
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.
(source: Nielsen Book Data)9780787960124 20160607
Law Library (Crown)