Manager as Negotiator
Published on 2. April 2011
Book
Paperback/Softback
416 pages
978-1-4516-3649-9 (ISBN)
Description
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 throughout the complex web of relationships in an organization.
More details
Language
English
Place of publication
New York
United States
Publishing group
Simon & Schuster
Product notice
Paperback (trade)
Dimensions
Height: 229 mm
Width: 152 mm
Thickness: 25 mm
Weight
672 gr
ISBN-13
978-1-4516-3649-9 (9781451636499)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
David A. Lax | James K. Sebenius
Manager as Negotiator
E-Book
01/1987
1st Edition
Free Press
€15.81
Available for download
Persons
David A. Lax is founder and co-director of the Negotiation Roundtable at the Harvard Business School. An Assistant Professor of Business Administration there, he teaches an extremely popular negotiation course. Educated at Princeton and at Harvard, from which he holds a doctorate in statistics, he has written extensively on negotiation. As a principal of The Negotiation Group, Professor Lax frequently acts as a consultant to business and governments. He lives in Cambridge, Massachusetts.
Content
Contents
Preface
Acknowledgments
CHAPTER ONE. The Manager as Negotiator<
Part I: NEGOTIATION ANALYSIS
CHAPTER TWO. The Negotiator's Dilemma: Creating and Claiming Value
CHAPTER THREE. Alternatives to Agreement: The Limits of Negotiation
CHAPTER FOUR. Interests: The Measure of Negotiation
CHAPTER FIVE. Creating Value, or Where Do Joint Gains Really Come From?
CHAPTER SIX. Claiming Value
CHAPTER SEVEN. Managing the Negotiator's Dilemma
CHAPTER EIGHT. The Principles Applied: A Budget Negotiation
CHAPTER NINE. Changing the Game: The Evolution of Negotiation
CHAPTER TEN. The Approach as a Whole and So-Called Power in Bargaining
Part II: NEGOTIATION AND MANAGEMENT
CHAPTER ELEVEN. What Does Any Manager Have to Worry About?
CHAPTER TWELVE. Negotiating for Purposes, Authority, and Resources: A Manager's Need for a Mandate
CHAPTER THIRTEEN. Sustaining Agreements
CHAPTER FOURTEEN. Negotiating in Hierarchies: Direct Management
CHAPTER FIFTEEN. Agents and Ratification
CHAPTER SIXTEEN. Negotiating in Networks: Indirect Management
CHAPTER SEVENTEEN. The Manager Is Always in the Middle: Linked Bargains, Internal-External Negotiations, Mediation, and the Essence of Strategy
References
Index
Preface
Acknowledgments
CHAPTER ONE. The Manager as Negotiator<
Part I: NEGOTIATION ANALYSIS
CHAPTER TWO. The Negotiator's Dilemma: Creating and Claiming Value
CHAPTER THREE. Alternatives to Agreement: The Limits of Negotiation
CHAPTER FOUR. Interests: The Measure of Negotiation
CHAPTER FIVE. Creating Value, or Where Do Joint Gains Really Come From?
CHAPTER SIX. Claiming Value
CHAPTER SEVEN. Managing the Negotiator's Dilemma
CHAPTER EIGHT. The Principles Applied: A Budget Negotiation
CHAPTER NINE. Changing the Game: The Evolution of Negotiation
CHAPTER TEN. The Approach as a Whole and So-Called Power in Bargaining
Part II: NEGOTIATION AND MANAGEMENT
CHAPTER ELEVEN. What Does Any Manager Have to Worry About?
CHAPTER TWELVE. Negotiating for Purposes, Authority, and Resources: A Manager's Need for a Mandate
CHAPTER THIRTEEN. Sustaining Agreements
CHAPTER FOURTEEN. Negotiating in Hierarchies: Direct Management
CHAPTER FIFTEEN. Agents and Ratification
CHAPTER SIXTEEN. Negotiating in Networks: Indirect Management
CHAPTER SEVENTEEN. The Manager Is Always in the Middle: Linked Bargains, Internal-External Negotiations, Mediation, and the Essence of Strategy
References
Index