The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
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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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.