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Breakthrough Business Negotiation: A Toolbox for Managers, by Michael Watkins
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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. 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.
- Sales Rank: #3131230 in Books
- Published on: 2002-04-22
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x .72" w x 6.12" l, .98 pounds
- Binding: Paperback
- 320 pages
Review
Named by Soundview Executive Book Summaries as one of the top-30 business books of 2003. -- Soundview Executive Book Summaries
Review
"As a venture capitalist, I negotiate every day. Michael Watkins's 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
"The best negotiators often seem to be guided by instinct, but Michael Watkins reveals powerful principles that can increase anyone's effectiveness in negotiation. He lays out a clear framework for conducting complex negotiations so you can ask the right questions and focus on the right issues. He then demonstrates how the framework applies to a variety of real-world dynamic situations. I highly recommend this book."
--Steven Cohen, partner and specialist in mergers and acquisitions, Wachtell, Lipton, Rosen & Katz
"Breakthrough Business Negotiation deserves a spot on every negotiator's bookshelf. Watkins has written a comprehensive guide that makes the daunting task of negotiation approachable for everyone. It is a rare gem that brings academic rigor to the real world. Even the most experienced negotiator will find much that is fresh and enjoyable here."
--Rob Aiello, managing director, Updata Capital
From the Publisher
"As a venture capitalist, I negotiate every day. Michael Watkins's 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
"The best negotiators often seem to be guided by instinct, but Michael Watkins reveals powerful principles that can increase anyone's effectiveness in negotiation. He lays out a clear framework for conducting complex negotiations so you can ask the right questions and focus on the right issues. He then demonstrates how the framework applies to a variety of real-world dynamic situations. I highly recommend this book."
--Steven Cohen, partner and specialist in mergers and acquisitions, Wachtell, Lipton, Rosen & Katz
"Breakthrough Business Negotiation deserves a spot on every negotiator's bookshelf. Watkins has written a comprehensive guide that makes the daunting task of negotiation approachable for everyone. It is a rare gem that brings academic rigor to the real world. Even the most experienced negotiator will find much that is fresh and enjoyable here."
--Rob Aiello, managing director, Updata Capital
Most helpful customer reviews
18 of 20 people found the following review helpful.
What To Do When You've Gotten Past No
By Ruth Edlund
This book describes and demonstrates, with various case studies revisited throughout the book, a number of intermediate negotiation concepts. Readers with experience in negotation will find themselves looking up from time to time saying, "Oh, that thing has a formal name!" For example, the tendency of one party to discount or ignore conciliatory overtures from the other side is called "reactive devaluation." Labelling the concepts isn't necessarily of any use in the throes of a negotiation, but can be useful as a guide for analysis, and it was very interesting.
Not as simple as _Getting to Yes_, on which it obviously builds (I think all books about negotiation have to use the term "BATNA" to have any credibility these days), nor yet as complex as _Beyond Winning_, this book does in fact offer a "toolbox" of strategies for the negotiator's use in analyzing a situation and maximizing the likelihood of obtaining a desired outcome.
Of particular note is Watkins's emphasis on identifying and analyzing the interests of multiple players, which is more often encountered in the real world than the one-on-one situations more frequently used as examples by negotiation authors.
7 of 7 people found the following review helpful.
Packed with Knowledge!
By Rolf Dobelli
If you say po-tay-toe, and they say po-tah-toe, you say to-may-toe and they say to-mah-toe, you can work the whole thing out. Just ask Michael Watkins, Harvard associate professor and author of this solid primer on how to conduct effective negotiations. While "breakthrough" may seem like a title marketing pitch, since many of these techniques have been covered in other books, he organizes the material thoughtfully. Watkins emphasizes multi-party negotiating, examining the power of coalitions. He diagnoses the external and situational factors that shape even two-party negotiations and provides helpful examples, diagrams and lists. His clear interesting style is a big improvement over most ponderous academic tomes on negotiations. To get the most out of this volume, really read it, and then practice the techniques. getAbstract's position is clear: business managers, dispute resolution professionals and anyone facing multi-party negotiations should bring this to the table.
2 of 5 people found the following review helpful.
Packed With Knowledge!
By Rolf Dobelli
If you say po-tay-toe, and they say po-tah-toe, you say to-may-toe and they say to-mah-toe, you can work the whole thing out. Just ask Michael Watkins, Harvard associate professor and author of this solid primer on how to conduct effective negotiations. While "breakthrough" may seem like a title marketing pitch, since many of these techniques have been covered in other books, he organizes the material thoughtfully. Watkins emphasizes multi-party negotiating, examining the power of coalitions. He diagnoses the external and situational factors that shape even two-party negotiations and provides helpful examples, diagrams and lists. His clear interesting style is a big improvement over most ponderous academic tomes on negotiations. To get the most out of this volume, really read it, and then practice the techniques. Are position is clear: business managers, dispute resolution professionals and anyone facing multi-party negotiations should bring this to the table.
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