The manager as negotiator : bargaining for cooperation and competitive gain
"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."--publisher website
Print Book, English, ©1986
Free Press ; Collier Macmillan, New York, London, ©1986