Breakthrough Business Negotiation
This book is a practical negotiation guide for managers, published by the author of Breakthrough International Negotiation. The book combines relatively familar techniques (e.g. BATNA analysis) ith recommendations more specifically drawn from the author's experience.
Author(s): Michael Watkins
Publisher: Jossey-Bass
Date of publication: 2002
Manageris opinion
The key issue in negotiation is to find the most satisfactory solution for those concerned. But what if one of the parties refuses to cooperate to find such a solution or even refuses to listen to the other side? ""Everyday Negotiation"" highlights a major underlying issue-establishing mutual credibility and the conditions for real dialogue. To do this, the authors offer concrete suggestions that are useful in both large-scale negotiations and everyday situations.
