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The manager as negotiator : bargaining for cooperation and competitive gain

Author: David A Lax; James K Sebenius
Publisher: New York : Free Press ; London : Collier Macmillan, ©1986.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings  Read more...
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Additional Physical Format: Online version:
Lax, David A.
Manager as negotiator.
New York : Free Press ; London : Collier Macmillan, ©1986
(OCoLC)567964955
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: David A Lax; James K Sebenius
ISBN: 0029187702 9780029187708 9781451636499 1451636490
OCLC Number: 13947457
Description: xv, 395 pages : illustrations ; 24 cm
Contents: Manager as negotiator --
Negotiator's dilemma: creating and claiming value --
Alternatives to agreement: the limits of negotiation --
Interests: the measure of negotiation --
Creating value, or where do joint gains really come from? --
Claiming value --
Managing the negotiator's dilemma --
Principles applied: a budget negotiation --
Changing the game: the evolution of negotiation --
Approach as a whole and so-called power in bargaining --
What does any manager have to worry about? --
Negotiating for purposes, authority, and resources: a manager's need for a mandate --
Sustaining agreements --
Negotiating in hierarchies: direct management --
Agents and ratification --
Negotiating in networks: indirect management --
Manager is always in the middle: linked bargains, internal-external negotiations, mediation, and the essence of strategy.
Responsibility: David A. Lax, James K. Sebenius.
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Abstract:

Describes the principles of effective negotiation and shows how managers can use these techniques to sustain agreements, and obtain authority or resources.  Read more...

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Peter G. Peterson Chairman of the Blackstone Group; former chairman of Lehman Brothers Kuhn Loeb, United States Secretary of Commerce, and president and CEO of Bell and Howell The ability to think Read more...

 
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