Michael Watkins

Breakthrough Business Negotiation

A Toolbox for Managers

• Broschiertes Buch

Produktbeschreibung

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.

Produktdetails

• Verlag: Wiley
• Seitenzahl: 316
• Erscheinungstermin: 22. April 2002
• Englisch
• Abmessung: 234mm x 156mm x 17mm
• Gewicht: 483g
• ISBN-13: 9780470631409
• ISBN-10: 0470631406
• Artikelnr.: 28174655

Autorenporträt

Adrienne Watkins is a native New Yorker who has made friends with many people on her travels to Europe, Asia, Africa, and South and Central America. She has learned something from each one. She took a writing course with the Institute of Children's Literature, and the result is this novel.

Inhaltsangabe

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.