Breakthrough Business Negotiation: A Toolbox for Managers Hardcover - 2002 - 1st Edition
by Michael Watkins
Summary
First line
In late 1997, Daniel Riley, the thirty-seven-year-old director of Aplha Microsystems' Technology Center in Austin, Texas, received a call from a headhunter.
From the rear cover
"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 jacket flap
"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
Details
- Title Breakthrough Business Negotiation: A Toolbox for Managers
- Author Michael Watkins
- Binding Hardcover
- Edition number 1st
- Edition 1
- Pages 320
- Volumes 1
- Language ENG
- Publisher Jossey-Bass
- Date 2002-05-06
- Illustrated Yes
- ISBN 9780787960124 / 0787960128
- Weight 1.24 lbs (0.56 kg)
- Dimensions 9.32 x 6.31 x 1.07 in (23.67 x 16.03 x 2.72 cm)
- Library of Congress subjects Negotiation in business
- Library of Congress Catalog Number 2002001382
- Dewey Decimal Code 658.405
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