Breakthrough Business Negotiation
A Toolbox for Managers Jossey-Bass, 2002.
From the CEO to the front-line Supervisor, every businessperson needs negotiation skills in order to succeed. Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This book 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. It also explains how to prevent disputes from poisoning deals. A practical and much-needed resource, Breakthrough Business Negotiation offers helpful case histories, concrete rules and guidelines, applications, and a wealth of handy negotiation tools.
Breakthrough Business Negotiation won the CPR Institute’s prize for outstanding book in the field of negotiation and dispute resolution for 2002. CPR is the leading US professional organization of negotiation and dispute resolution professionals.
The book was named one of the top-30 business books of 2003 by Soundview Executive Book Summaries.
Watkins presents principles and tools that apply to any negotiation situation, demonstrating how to diagnose a situation, build coalitions, deal with disputes, manage internal decision-making, persuade others, and create strategic alliances. His emphasis is on identifying fundamentals and analyzing their interactions.
– Booknews, Inc., Portland, OR booknews.com
This book deserves a spot on every negotiator’s bookshelf. It is a comprehensive guide to the process of negotiating, going well beyond basic books, but still very accessible. Even the most experienced negotiator will find much that is fresh and enjoyable here.
– Robert Aiello, Partner, Scura, Rise & Partners, LLC
As a venture capitalist, I negotiate every day. This is the first book I have found that truly grapples with the complications of real-world negotiations. This book is a powerful tool for anybody who negotiates. I wish I had read it twenty years ago.
– John Eckert, Founder and Managing Director, McLean-Watson Investments