Titel: The Manager As Negotiator : Bargaining for Cooperation and Competitive Gain
Verlag: Free Press
Ver�ffentlichungsdatum: 1987
Sprache: Englisch
ISBN-10: 0029187702
ISBN-13: 9780029187708
Bindung: Hardcover
Zustand: Good

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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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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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