Breakthrough Business Negotiation: A Toolbox for Managers

Editorial Reviews. Review. Named by Soundview Executive Book Summaries as one of the top business books of -- Soundview Executive Book.
Table of contents

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. Request permission to reuse content from this title.


  • Fanged & Fabulous: An Immortality Bites Novel!
  • Joseph A. Schumpeter: Historian of Economics: Perspectives on the History of Economic Thought.
  • Social Consciousness in Legal Decision Making: Psychological Perspectives!
  • Warriors Blood Red (Adventure Fantasy) (Sorcerers Twilight Book 2)!
  • SearchWorks Catalog!
  • To God Be The Glory: (Praise! Pray! Sing!).

Please read our Privacy Policy. Print this page Share. A Toolbox for Managers Michael Watkins. Description 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.

Breakthrough business negotiation : a toolbox for managers / Michael Watkins - Details - Trove

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. Author Information Michael Watkins is associate professor of business administration at Harvard Business School, where he teaches negotiation and corporate diplomacy.

The macro perspective involves the predictable steps a negotiation will go through: The final perspective is the mental processes that each party is engaging to navigate through the negotiation, such as mental models, motivations, aspirations and emotions. During the course of a negotiation it is important to step back periodically to evaluate how you are doing.

Watkins also provides tools and techniques for managing various situations in the course of conducting a negotiation, including overcoming power imbalances, building coalitions, managing conflict, leading negotiations, and negotiating crises. Breakthrough Negotiations provides a comprehensive look at how to negotiate effectively to arrive at a favorable outcome for your business.


  1. SearchWorks Catalog?
  2. More by Michael D. Watkins?
  3. Disciple: A Catalyst to Transformation.
  4. {{content.sub_title}}.
  5. Breakthrough business negotiation : a toolbox for managers in SearchWorks catalog.
  6. Red Hat Enterprise Linux 6 Essentials.
  7. Il fut une fois... à Relizane: Une vie en Algérie (MT.ROMAN) (French Edition).

    8. Providing practical principles and tactics, this book is a must-have addition to your business library. Related Posts Presenting to Win: In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life.

    Breakthrough Business Negotiation: A Toolbox for Managers

    Life is a series of negotiations you should be prepared for: Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion. Try Google Play with Chrome. A Toolbox for Managers.

    Business Toolbox Team Build

    Michael Watkins August 29, 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.

    Stanford Libraries

    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. More by Michael D. Winning the Influence Game: Play the game to win "More and more CEOs are discovering that managing one's businessenvironment is as important as managing operations, finance, andsales.

    Winning the Influence Game explains how a strategicgovernment relations program can make a major impact on thatenvironment at the federal, state, and local levels.