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- catalog contributor b719404.
- catalog contributor b719405.
- catalog created "c1986.".
- catalog date "1986".
- catalog date "c1986.".
- catalog dateCopyrighted "c1986.".
- catalog description "Bibliography: p. 363-376.".
- catalog description "Manager as negotiator -- 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 negotiator's dilemma -- Principles applied: a budget negotiation -- Changing the game: the evolution of negotiation -- Approach as a whole and so-called power in bargaining -- What does any manager have to worry about? -- Negotiating for purposes, authority, and resources: a manager's need for a mandate -- Sustaining agreements -- Negotiating in hierarchies: direct management -- Agents and ratification -- Negotiating in networks: indirect management -- Manager is always in the middle: linked bargains, internal-external negotiations, mediation, and the essence of strategy.".
- catalog extent "xv, 395 p. :".
- catalog hasFormat "Manager as negotiator.".
- catalog identifier "0029187702".
- catalog isFormatOf "Manager as negotiator.".
- catalog issued "1986".
- catalog issued "c1986.".
- catalog language "eng".
- catalog publisher "New York : Free Press ; London : Collier Macmillan,".
- catalog relation "Manager as negotiator.".
- catalog subject "658.4 19".
- catalog subject "HD58.6 .L39 1986".
- catalog subject "Management Negotiation".
- catalog subject "Management.".
- catalog subject "Negotiation in business.".
- catalog tableOfContents "Manager as negotiator -- 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 negotiator's dilemma -- Principles applied: a budget negotiation -- Changing the game: the evolution of negotiation -- Approach as a whole and so-called power in bargaining -- What does any manager have to worry about? -- Negotiating for purposes, authority, and resources: a manager's need for a mandate -- Sustaining agreements -- Negotiating in hierarchies: direct management -- Agents and ratification -- Negotiating in networks: indirect management -- Manager is always in the middle: linked bargains, internal-external negotiations, mediation, and the essence of strategy.".
- catalog title "The manager as negotiator : bargaining for cooperation and competitive gain / David A. Lax, James K. Sebenius.".
- catalog type "text".