Manager as Negotiator

by David A. Lax, James K. Sebenius

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.

Genres: Business, Management, Nonfiction, Leadership

416 pages, Paperback

First published January 1, 1987

Reviews

[Andrew Corsini · Rating 4 out of 5]

I was shocked at the 1987 publication date as this has to be one of the most Clintonesque books I've ever read, intensely neoliberal in the way it coddles financial institutions and the presidency. Perhaps this book shows a trend towards academia warming up to business before it became fashionable.

[Edikan Udoh · Rating 4 out of 5]

It's like a textbook on negotiation, every paragraph contains a key-point; can be mentally overloading if one attempts to consume the text in large chunks per time. Best used as a reference tool.