A practical handbook for new business leaders introduces the basic principles, skills, and techniques of successful negotiation, detailing four fundamental objectives that should guide new leaders in their negotiations with key constituencies both inside and outside their organizations. Book available.

Drawing on real-world examples and his ground-breaking research on leadership, the author emphasizes the importance of successful performance during the first 90 days in a new position, providing a framework for success during this critical transition period.

Product Description: Book by Watkins, Michael

Offers advice for making a smooth transition into a new job or promotion with more leadership responsibility

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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.

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