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Manager As Negotiator Bargaining for Cooperation and Competitive Gain

ISBN-10: 0029187702

ISBN-13: 9780029187708

Edition: 1987

Authors: David A. Lax, James K. Sebenius

List price: $40.00
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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. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations,The Manager as Negotiatorshows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples,The Manager as Negotiatorwill be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.
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Book details

List price: $40.00
Copyright year: 1987
Publisher: Free Press
Publication date: 1/5/1987
Binding: Hardcover
Pages: 416
Size: 6.50" wide x 9.75" long x 1.25" tall
Weight: 1.584
Language: English

David A. Laxis 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.

Preface
Acknowledgments
The Manager as Negotiator
Negotiation Analysis
The 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
The Principles Applied: A Budget Negotiation
Changing the Game: The Evolution of Negotiation
The Approach as a Whole and So-Called Power in Bargaining
Negotiation And Management
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
The Manager Is Always in the Middle: Linked Bargains, Internal-External Negotiations, Mediation, and the Essence of Strategy
References
Index