The manager as negotiator : bargaining for cooperation and competitive gain
Author(s)
Bibliographic Information
The manager as negotiator : bargaining for cooperation and competitive gain
Free Press , Collier Macmillan, c1986
- : [pbk.]
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Note
Bibliography: p. 363-376
Includes index
Description and Table of Contents
- Volume
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ISBN 9780029187708
Description
Describes the principles of effective negotiation and shows how managers can use these techniques to sustain agreements, and obtain authority or resources.
- Volume
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: [pbk.] ISBN 9781451636499
Description
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.
Table of Contents
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
by "Nielsen BookData"
