Breakthrough Business Negotiation: A Toolbox for Managers
May 2002, Jossey-Bass
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.
--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