Breakthrough Business Negotiation: A Toolbox for Managers by Michael Watkins (Author) • Hardcover: 310 pages ; Dimensions (in inches): 1.07 x 9.32 x 6.31 • Publisher: Jossey-Bass; 1st edition (June 15, 2002) • ISBN: 0787960128 • Average Customer Review: TEAMFLY Team-Fly ® Breakthrough Business Negotiation Breakthrough Business Negotiation A Toolbox for Managers Michael Watkins Copyright © 2002 by John Wiley & Sons, Inc. Jossey-Bass is a registered trademark of John Wiley & Sons, Inc. 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Substantial discounts on bulk quantities of Jossey-Bass books are available to corporations, professional associations, and other organizations. For details and discount information, contact the special sales department at Jossey-Bass. This title is also available in print as ISBN 0-7879-6012-8. Some content that may appear in the print version of this book may not be available in this electronic edition. Contents Preface xi Acknowledgments xv Introduction xvii Part One: Foundations of the Breakthrough Approach 1 1. Diagnosing the Situation 5 2. Shaping the Structure 45 3. Managing the Process 72 4. Assessing the Results 102 Part Two: Building the Breakthrough Toolbox 115 5. Overcoming Power Imbalances 117 6. Building Coalitions 135 7. Managing Conflict 159 8. Leading Negotiations 189 vii viii CONTENTS 9. Negotiating Crises 214 Conclusion: Building Breakthrough Negotiation Capabilities 233 Notes 241 Suggested Reading 259 Conceptual Glossary 263 About the Author 271 Index 273 [...]... situations defined by others HOW TO BECOME A BREAKTHROUGH NEGOTIATOR So how do you learn to be a breakthrough negotiator? The right training helps It is not surprising that more and more business schools and law schools teach negotiating skills Negotiation is a first-year requirement at the Harvard Business School, and more than half our students take advanced negotiation electives But how can you acquire... conduct complex realworld negotiations Advice on conducting two-party negotiations about a modest number of issues isn’t hard to come by, but few negotiations are that simple While dealing with the other side, negotiators typically also have to manage difficult internal negotiations, work to prevent disputes from escalating, and build supportive coalitions The models of the negotiation process presented... shape the structure and manage the process 1 2 BREAKTHROUGH BUSINESS NEGOTIATION Away from the Table At the Table Diagnosing the situation Analyze the structure of the negotiation and develop hypotheses about counterparts’ interests and alternatives Learn in order to test and hone your hypotheses Shaping the structure Shape who participates and how current negotiations are linked to others Work to set... meant taking a hard-headed look at each of the seven key structural elements of his negotiation with Ken:1 Parties: Who will participate, or could participate, in the negotiation? Rules: What are the rules of the game? Issues: What agenda of issues will be, or could be, negotiated? Team-Fly® 8 BREAKTHROUGH BUSINESS NEGOTIATION Interests: What goals are you and others pursuing? Alternatives: What will... assessments as the negotiation proceeds PARTIES: WHO WILL PARTICIPATE, OR COULD PARTICIPATE, IN THE NEGOTIATION? The key parties to a negotiation may appear self-evident, and sometimes they are exactly as they appear to be Often, however, particularly in a nominally two-party negotiation, other less conspicuous players are already involved Sometimes other parties unexpectedly enter the negotiation and... This book will give you the tools you need to achieve breakthrough results in all types of business negotiations You will learn to negotiate more skillfully by tracing the thinking processes of xvii xviii INTRODUCTION Unions Suppliers Government Agencies Customers You Interest Groups Allies Peers Bosses Subordinates negotiators who face classic business challenges, and you will gain insight into the... approaching any future negotiation We will begin with a handful of overarching principles of breakthrough negotiation Keep them in mind as you make your way through the chapters that follow Spelling out some of the important take-home lessons up front will help you zero in on essential commonalities in the situations you will encounter in this book and in your professional life PRINCIPLE 1: NEGOTIATIONS HAVE... NEGOTIATIONS HAVE STRUCTURE However complex a negotiation is, it can be mastered by breaking it down into its key components and interactions Every negotiation has a structure: it involves certain parties and certain sets of INTRODUCTION xix issues, which result in predictable dynamics.1 More complex negotiation systems can be analyzed as interlinked sets of negotiations Consider, for example, a manager... a favorite vacation destination On the face of it, these negotiations have nothing in common But closer examination reveals that they share an underlying structure: all three are negotiations involving more than two parties in which no one wields veto power As a result, negotiators must build coalitions to advance their interests Breakthrough negotiation is founded on this kind of structural analysis... delved more deeply into the negotiation process, I became convinced that systems engineering provides a powerful framework for managing the fluid and intricate situations that characterize most negotiations Individual negotiations can be analyzed in terms of their basic components: parties and issues More complex negotiating situations are made up of linked sets of individual negotiations (modules, if . Team-Fly ® Breakthrough Business Negotiation Breakthrough Business Negotiation A Toolbox for Managers Michael Watkins Copyright © 2002. Breakthrough Business Negotiation: A Toolbox for Managers by Michael Watkins (Author) • Hardcover: 310 pages. Coalitions 135 7. Managing Conflict 159 8. Leading Negotiations 189 vii viii CONTENTS 9. Negotiating Crises 214 Conclusion: Building Breakthrough Negotiation Capabilities 233 Notes 241 Suggested