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From the Publisher
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.