Breakthrough Business Negotiation A Toolbox for Managers A Toolbox for Managers

Winner of the 2002 CPR Award for Excellence in ADR (Outstanding Book Category)

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Breakthrough Business Negotiation is a guide to negotiating in any business situation. Harvard Business School Professor Michael Watkins demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade other, organize a deal cycle, and create strategic alliances. Watkins also explains how to prevent disputes from poisoning deals.

Watkins recognizes that a simple negotiation is a rarity. The hallmarks of most business negotiations are multiple parties and issues, shifting interests, and relentless time pressure. Watkins' unique systems-analysis technique is a powerful tool for managing fluid and intricate negotiations. His emphasis on identifying the fundamentals and analyzing their interactions equips the reader to become an architect of negotiation structure and to achieve long-term goals.


"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." – John F. Eckert, founder and managing partner, McLean Watson Capital Inc., and president, Canadian Venture Capital Association

Breakthrough Business Negotiation A Toolbox for Managers Attributes

Author: Michael Watkins
Publisher: San Francisco: Jossey-Bass, 2002.