Breakthrough Business Negotiation: A Toolbox for Managers

"As a venture capitalist, I negotiate every day. Michael Watkins'sbook is the first I have found that truly grapples with thecomplications of real-world negotiations. I am struck by how oftenits tools and techniques apply to my past and current experiencesin negotiation. This book is a powerful tool for anybody who wantsto take control and come out on top. I wish I had read it twentyyears ago."
--John F. Eckert, founder and managing partner, McLean WatsonCapital Inc., and president, Canadian Venture Capital Association

"The best negotiators often seem to be guided by instinct, butMichael Watkins reveals powerful principles that can increaseanyone's effectiveness in negotiation. He lays out a clearframework for conducting complex negotiations so you can ask theright questions and focus on the right issues. He then demonstrateshow the framework applies to a variety of real-world dynamicsituations. I highly recommend this book."
--Steven Cohen, partner and specialist in mergers andacquisitions, Wachtell, Lipton, Rosen & Katz

"Breakthrough Business Negotiation deserves a spot on everynegotiator's bookshelf. Watkins has written a comprehensive guidethat makes the daunting task of negotiation approachable foreveryone. It is a rare gem that brings academic rigor to the realworld. Even the most experienced negotiator will find much that isfresh and enjoyable here."
--Rob Aiello, managing director, Updata Capital

"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