Description

Book Synopsis
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.

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.

Breakthrough Business Negotiations

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    A Paperback / softback by Michael Watkins

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      Publisher: John Wiley & Sons Inc
      Publication Date: Publication Date: 12/01/2010
      ISBN13: 9780470631409, 978-0470631409
      ISBN10: 0470631406

      Description

      Book Synopsis
      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.

      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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