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Breakthrough Business Negotiation A Toolbox for Managers

ISBN-10: 0787960128

ISBN-13: 9780787960124

Edition: 2002

Authors: Michael D. Watkins

List price: $64.95
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Description:

This guide to negotiations offers a specific step-by-step programme for diagnosing the situation, building coalitions, shaping the structure, using persuasion, managing conflict and organizing the deal cycle.
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Book details

List price: $64.95
Copyright year: 2002
Publisher: John Wiley & Sons, Incorporated
Publication date: 5/6/2002
Binding: Hardcover
Pages: 320
Size: 6.50" wide x 9.50" long x 1.25" tall
Weight: 1.232

Preface
Introduction
Foundations of the Breakthrough Approach
Diagnosing the Situation
Shaping the Structure
Managing the Process
Assessing the Results
Building the Breakthrough Toolbox
Overcoming Power Imbalances
Building Coalitions
Managing Conflict
Leading Negotiations
Negotiating Crises
Conclusion
Suggested Readings
Endnotes
Conceptual Glossary
Index