Michael Watkins is associate professor of business administration at Harvard Business School, where he teaches
negotiation and corporate diplomacy. He also has taught at Harvard's Kennedy School of Government. He is the coauthor
of Breakthrough International Negotiation (Jossey-Bass, 2001), Right from the Start (1999), and Winning the Influence
Game (John Wiley & Sons, 2001). He is also an associate and frequent participant in the Program on Negotiation
at Harvard Law School.
Review
"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
Publisher Web Site, January, 2003
Summary
From the CEO to the front-line Supervisor, every businessperson needs negotiation skills in order to succeed.
Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This 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."
A practical and much-needed resource, Breakthrough Business Negotiation offers helpful case histories, concrete
rules and guidelines, applications, and a wealth of handy negotiation tools.
Table of Contents
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.
