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Breakthrough Business Negotiation

A Toolbox for Managers

Paperback Engels 2010 9780470631409
Verwachte levertijd ongeveer 8 werkdagen

Samenvatting

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.

Specificaties

ISBN13:9780470631409
Taal:Engels
Bindwijze:paperback
Aantal pagina's:320
Uitgever:John Wiley & Sons

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Inhoudsopgave

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.

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        Breakthrough Business Negotiation