| Document Type
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BL
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| Record Number
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1009253
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| Doc. No
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b763623
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| Main Entry
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Watkins, Michael,1956-
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| Title & Author
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Breakthrough business negotiation : : a toolbox for managers /\ Michael Watkins.
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| Edition Statement
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1st ed.
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| Publication Statement
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San Francisco :: Jossey-Bass,, ©2002.
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| Page. NO
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1 online resource (xxiii, 290 pages) :: illustrations
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| ISBN
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0470631406
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: 0787965235
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: 9780470631409
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: 9780787965235
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0787960128
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9780787960124
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| Bibliographies/Indexes
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Includes bibliographical references (pages 259-261) and index.
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| Contents
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Breakthrough Business Negotiation; Contents; Preface; Acknowledgments; Introduction; Part One: Foundations of the Breakthrough Approach; 1. Diagnosing the Situation; 2. Shaping the Structure; 3. Managing the Process; 4. Assessing the Results; Part Two: Building the Breakthrough Toolbox; 5. Overcoming Power Imbalances; 6. Building Coalitions; 7. Managing Conflict; 8. Leading Negotiations; 9. Negotiating Crises; Conclusion: Building Breakthrough Negotiation Capabilities; Notes; Suggested Reading; Conceptual Glossary; About the Author; Index.
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| Abstract
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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.
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| Subject
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Negotiation in business, Handbooks, manuals, etc.
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| Subject
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BUSINESS ECONOMICS-- Negotiating.
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| Subject
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Negotiation in business.
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| Dewey Classification
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658.4/052
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| LC Classification
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HD58.6.W37 2002eb
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