Michael Watkins

Trade policy has moved from the wings onto center stage. Between 1992 and 2000, US exports rose by 55 percent. By the year 2000, trade summed to 26 percent of US GDP, and the United States imported almost two-thirds of its oil and was the world's largest host country for foreign investors. America's interest in a more open and prosperous foreign market is now squarely economic. This volume presents cases on five important trade negotiations, all focused on "making the rules," or the process of establishing how the trade system would operate. The cases not only explore the changing substance of trade agreements but also delve into the negotiation process. They explore not just the what of trade, but the who, how, and why of decision-making. By examining some of the most important recent negotiations, the reader can come to understand not just the larger issues surrounding trade, but how players seek to exert influence and how the system is evolving on a day-to-day basis. This book presents a coherent description of the facts that will allow for discussion and independent conclusions about policies, politics, and processes.

Whether you are succeeding a much-admired boss or charged with implementing sweeping, potentially unsettling change initiatives, a new role is fraught with obstacles. To ensure that your first steps in a new job will lead to enduring success, "Right from the Start" lays out an action-oriented framework to follow during the early months of a transition. Dan Ciampa and Michael D. Watkins prepare you for the often-treacherous task of navigating an organization's strategy, politics, and culture so that you can smoothly and effectively get to work on your new agenda. "Right from the Start" combines this tactical advice with absorbing profiles of CEOs, COOs, and EVPs who candidly discuss their experiences - the successes and the failures - with transitioning to a new leadership role.

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.