Michael Watkins has won a Best Book Prize from the CPR Institute for Dispute Resolution for Breakthrough Business Negotiation: A Toolbox for Managers (Jossey-Bass, 2002).
Breakthrough Business Negotiation presents principles that apply to any negotiation situation and tools to achieve breakthrough results. Step by step, Watkins demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade others, organize a deal cycle, and create strategic alliances. He also explains how to prevent disputes from poisoning deals.
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, and is an associate of the Program on Negotiation. He is the coauthor of Breakthrough International Negotiation (Jossey-Bass, 2001), which won a 2001 CPR Best Book Prize, Right from the Start (1999), and Winning the Influence Game (John Wiley & Sons, 2001).
The CPR Institute for Dispute Resolution (www.cpradr.org) is an alliance of 500 global corporations and law firms at the forefront of resolving business and public disputes through mediation and other forms of dispute resolution.
Breakthrough Business Negotiation is available through the PON Clearinghouse at www.pon.org.