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The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

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Invaluable techniques for all negotiators who need to master the abilities ofcooperation and confrontation. Illustrated.

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Reviews of The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

Average rating
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  • Outstanding reference Jun 21, 2007
    by VinceOz

    Just about the best negotiation book I have read. Far more useful than Fisher and Ury ('Getting to Yes')

    It's not a list of tips and tricks, but a practical overview of negotiation and how one can go about it successfully. Although the writers are theorists, they are also battle-scarred negotiators, and the book has the feel of day-to-day practicality and intellectual completeness.

    They wrote the book for managers but what's written is easily reused for other situations, similar or not.

See all reviews of The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain by David A Lax, James K Sebenius

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