Negotiating is much more complicated than making an offer and fielding a counter-offer. It’s a complex process that can affect the future of individuals and organizations. A “breakthrough negotiator” must analyze, plan, sell, organize and motivate. The best negotiators are also leaders. They bring together a team of players and guide them in all-out battle against the opposition. Top negotia- tors don’t obtain their skills by accident — they learn from experience and studying the art of negotiating.
In Breakthrough Business Negotiation, Michael Watkins takes you through the negotiation process, from initial preparation to closing the deal. Watkins, an associate professor of business administration at Harvard Business School, pro- vides step-by-step guidance on winning consistently at the negotiating table.