The manager as negotiator : bargaining for cooperation and competitive gain / David A. Lax, James K....
The manager as negotiator : bargaining for cooperation and competitive gain / David A. Lax, James K....
The manager as negotiator : bargaining for cooperation and competitive gain / David A. Lax, James K. Sebenius.
About this item
Full title
Author / Creator
Publisher
New York : Free Press ; London : Collier Macmillan, c1986.
Call Numbers
N658.4/232
Record Identifier
MMS ID
Language
English
Formats
Physical Description
Physical content
xv, 395 p. : ill. ; 24 cm.
Contents
Manager as negotiator--Alternatives to agreement: the limits of negotiation--Interests: the measure of negotiation--Power in bargaining--Negotiating for purposes, authority, and resources: a manager's need for a mandate--Sustaining agreements--Negotiating in hierarchies: direct management--Agents an...
Publication information
Publisher
New York : Free Press ; London : Collier Macmillan, c1986.
Place of Publication
New York (State)
Date Published
c1986.
Subjects
More information
Alternative Titles
Full title
The manager as negotiator : bargaining for cooperation and competitive gain / David A. Lax, James K. Sebenius.
Authors, Artists and Contributors
Author / Creator
Author / Artists
Notes
General note
Includes index.
Bibliography: p. 363-376.
Contextual Information
Date Copyright
c1986.
Related resource (online)
Identifiers
Primary Identifiers
Call Numbers
N658.4/232
Record Identifier
74VvdPxPgAzX
Permalink
https://devfeature-collection.sl.nsw.gov.au/record/74VvdPxPgAzX
Other Identifiers
ISBN
0029187702
9780029187708
DDC
658.4
MMS ID
991005797759702626
