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Cover: 9781451636499 | Manager as Negotiator | David A. Lax | Taschenbuch | Paperback | 2011
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Manager as Negotiator
Taschenbuch von David A. Lax
Sprache: Englisch

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Beschreibung
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.
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.
Über den Autor
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.
Inhaltsverzeichnis
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
Details
Erscheinungsjahr: 2011
Fachbereich: Allgemeines
Genre: Importe, Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Taschenbuch
ISBN-13: 9781451636499
ISBN-10: 1451636490
Sprache: Englisch
Ausstattung / Beilage: Paperback
Einband: Kartoniert / Broschiert
Autor: Lax, David A.
Hersteller: Free Press
Verantwortliche Person für die EU: Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße: 229 x 152 x 25 mm
Von/Mit: David A. Lax
Erscheinungsdatum: 01.03.2011
Gewicht: 0,672 kg
Artikel-ID: 107149153
Über den Autor
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.
Inhaltsverzeichnis
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
Details
Erscheinungsjahr: 2011
Fachbereich: Allgemeines
Genre: Importe, Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Taschenbuch
ISBN-13: 9781451636499
ISBN-10: 1451636490
Sprache: Englisch
Ausstattung / Beilage: Paperback
Einband: Kartoniert / Broschiert
Autor: Lax, David A.
Hersteller: Free Press
Verantwortliche Person für die EU: Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße: 229 x 152 x 25 mm
Von/Mit: David A. Lax
Erscheinungsdatum: 01.03.2011
Gewicht: 0,672 kg
Artikel-ID: 107149153
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