Negotiation
BREAKTHROUGH BUSINESS NEGOTIATION |
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A Toolbox for Managers
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This practical book stands out for its recognition of the complexities of real-life negotiations. Most negotiation manuals focus on well-circumscribed situations, such as two-party transactions with clearly defined objectives (e.g. price, deadlines, guarantees, financial terms). Here, the author stresses that even seemingly simple negotiations must be placed in a broader context. Players other than the two negotiating parties are often involved (e.g. bankers, bosses, etc.), account must be taken of the larger relationship outside the transaction itself, other simultaneous negotiations may have an impact (e.g. negotiations with other suppliers), etc.
The author offers an approach that covers all of these dimensions. He particularly focuses on the importance of structuring the discussion process, e.g. Who are the stakeholders? What are the stakes on the table? What drivers can be used to influence the other party’s perception? How to capitalize on timing? The resulting handbook combines deep thinking and highly concrete advice. The author’s recommendations are supported in part by the research on diplomatic negotiations that gave birth to his book, Breakthrough International Negotiation (Manageris 109b). In this new work, the author has put together an excellent practical guide to business negotiation. Michael Watkins is a professor at Harvard Business School. |
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