Synopsis
Describes the principles of effective negotiation and shows how managers can use these techniques to sustain agreements, and obtain authority or resources.
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About the Author
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.
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Manager as Negotiator
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Manager as Negotiator
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Manager as Negotiator
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The Manager As Negotiator : Bargaining for Cooperation and Competitive Gain
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The Manager As Negotiator : Bargaining for Cooperation and Competitive Gain
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Manager as Negotiator
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The Manager As Negotiator : Bargaining for Cooperation and Competitive Gain
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