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The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

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The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain - Lax, David A
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Invaluable techniques for all negotiators who need to master the abilities ofcooperation and confrontation. Illustrated.

The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain 1987, Free Press, New York, NY

ISBN-13: 9780029187708

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Books by David A Lax

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VinceOz

Jun 21, 2007

Outstanding reference

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.

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