The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

by David A. Lax

Book Overview

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... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0029187702
• ISBN13: 9780029187708
• Release Date: January 1987
• Publisher: Free Press
• Length: 416 Pages
• Weight: 1.71 lbs.
• Dimensions: 1.4" x 6.5" x 9.6"

Customer Reviews

Manager as Negotiator

Being involved in negotiations with large corporations can be difficult at best. I have been to David Allen's course and needed a refresher. I purchased this book and Allen's other book to brush-up on my skills. This is a must read for those who will be involved in negotiations large or small.

A thought-provoking, well-organized guide

This book strikes a great balance between negotiation analysis and real-life application, two aspscts which I believe whoever wants to pursue a good commend of negotiation can not do without. I particularly appreciate authors' dedication to provide lively examples to articulate the key points. I highly recommend this book to serious and enthusiastic readers interested in the facinating field of negotiation.