M Watkins
Breakthrough Business Negotiations
A Toolbox for Managers
Paperback Engels 2010 9780470631409
Verwachte levertijd ongeveer 9 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:316
Uitgever:John Wiley & Sons
Hoofdrubriek:Persoonlijke effectiviteit, Algemeen management
Lezersrecensies
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Inhoudsopgave
PREFACE.
<br />
<br /> INTRODUCTION.
<br />
<br /> PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.
<br />
<br /> CHAPTER 1. DIAGNOSING THE SITUATION.
<br />
<br /> CHAPTER 2. SHAPING THE STRUCTURE.
<br />
<br /> CHAPTER 3. MANAGING THE PROCESS.
<br />
<br /> CHAPTER 4. ASSESSING THE RESULTS.
<br />
<br /> PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.
<br />
<br /> CHAPTER 5. OVERCOMING POWER IMBALANCES .
<br />
<br /> CHAPTER 6. BUILDING COALITIONS.
<br />
<br /> CHAPTER 7. MANAGING CONFLICT.
<br />
<br /> CHAPTER 8. LEADING NEGOTIATIONS.
<br />
<br /> CHAPTER 9. NEGOTIATING CRISES.
<br />
<br /> CONCLUSION.
<br />
<br /> SUGGESTED READINGS.
<br />
<br /> ENDNOTES.
<br />
<br /> CONCEPTUAL GLOSSARY.
<br />
<br /> INDEX.
<br />
<br /> INTRODUCTION.
<br />
<br /> PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.
<br />
<br /> CHAPTER 1. DIAGNOSING THE SITUATION.
<br />
<br /> CHAPTER 2. SHAPING THE STRUCTURE.
<br />
<br /> CHAPTER 3. MANAGING THE PROCESS.
<br />
<br /> CHAPTER 4. ASSESSING THE RESULTS.
<br />
<br /> PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.
<br />
<br /> CHAPTER 5. OVERCOMING POWER IMBALANCES .
<br />
<br /> CHAPTER 6. BUILDING COALITIONS.
<br />
<br /> CHAPTER 7. MANAGING CONFLICT.
<br />
<br /> CHAPTER 8. LEADING NEGOTIATIONS.
<br />
<br /> CHAPTER 9. NEGOTIATING CRISES.
<br />
<br /> CONCLUSION.
<br />
<br /> SUGGESTED READINGS.
<br />
<br /> ENDNOTES.
<br />
<br /> CONCEPTUAL GLOSSARY.
<br />
<br /> INDEX.
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