The manager as negotiator : bargaining for cooperation and competitive gain
By: LAX, David A
.
Contributor(s): SEBENIUS, James K.
Material type: 
BookPublisher: New York : The Free Press, 1986Description: 395 p.Subject(s): Negociacao | Negociacao Coletiva | Técnicas Administrativas | Perfil Gerencial | Capacitacao Gerencial| Item type | Current location | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
| Livro Geral | Biblioteca Graciliano Ramos | Livro Geral | 2.15L4259m (Browse shelf) | 1 | Available | 10007390 |
Chapter 1 - The manager as negotiator Part 1 - Negotiation analysis Chapter 2 - The Negotiator's dilemma: creating and claiming value Chapter 3 - Alternatives to agreement: the limits of negotiation Chapter 4 - Interests: the measure of negotiation Chapter 5 - Creating value, or where do joint gains really come from? Chapter 6 - Claiming value Chapter 7 - Managing the negotiator's dilemma Chapter 8 - The principles applied: a budget negotiation Chapter 9 - Changing the game: the evolution of negotiation Chapter 10 - The approach as a whole and so-called power in bargaining Part 2 - Negotiation and management Chapter 11 - What does any manager have to worry about? Chapter 12 - Negotiation for purposes, authority, and resources: a manager's need for a mandate Chapter 13 - Sustaining agreements Chapter 14 - Negotiating in hierarchies: direct management Chapter 15 - Agents and ratification Chapter 16 - Negotiating in networks: indirect management Chapter 17 - The manager is always in the middle: linked bargains, internal-external negotiations, mediation, and the essence of strategy
Click on an image to view it in the image viewer
There are no comments for this item.