Description
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.
Author: David a. Lax, James K. Sebenius
Publisher: Free Press
Published: 04/02/2011
Pages: 416
Binding Type: Paperback
Weight: 1.09lbs
Size: 9.00h x 6.00w x 1.02d
ISBN13: 9781451636499
ISBN10: 1451636490
BISAC Categories:
- Business & Economics | Negotiating
- Business & Economics | Leadership
- Business & Economics | Management | General
Author: David a. Lax, James K. Sebenius
Publisher: Free Press
Published: 04/02/2011
Pages: 416
Binding Type: Paperback
Weight: 1.09lbs
Size: 9.00h x 6.00w x 1.02d
ISBN13: 9781451636499
ISBN10: 1451636490
BISAC Categories:
- Business & Economics | Negotiating
- Business & Economics | Leadership
- Business & Economics | Management | General
About the Author
David A. Lax is founder and co-director of the Negotiation Roundtable at the Harvard Business School. An Assistant Professor of Business Administration there, he teaches an extremely popular negotiation course. Educated at Princeton and at Harvard, from which he holds a doctorate in statistics, he has written extensively on negotiation. As a principal of The Negotiation Group, Professor Lax frequently acts as a consultant to business and governments. He lives in Cambridge, Massachusetts.