The manager as negotiator bargaining for cooperation and competitive gain - Lax, David A.; Sebenius, James K. 1953- (New York The Free Press, 1986)
Pt. 1 Neogotiation analysis -- The Negotiator's Dilemma: creating and claiming value -- Alternatives to agreement: the limits of negotiation -- Interests: the measure of negotiation -- Creating value, or where do joint gains really come from? -- Claiming value -- Managing the negotiators -- Managing the negotiator's dilemma -- The Principles applied: A Budget -- Pt. 2 Negotiation and Management.
Includes bibliographical references (pages 363-376) and index.
Keywords: Negotiation in business; Management