- Paperback: 416 pages
- Publisher: Free Press; Reprint edition (April 2, 2011)
- Language: English
- ISBN-10: 1451636490
- ISBN-13: 978-1451636499
- Product Dimensions: 6 x 1 x 9 inches
- Shipping Weight: 1.5 pounds (View shipping rates and policies)
- Average Customer Review: 7 customer reviews
- Amazon Best Sellers Rank: #1,592,669 in Books (See Top 100 in Books)
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
Other Sellers on Amazon
+ $3.99 shipping
+ $3.99 shipping
+ $3.75 shipping
Manager as Negotiator Paperback – April 2, 2011
Frequently bought together
Customers who bought this item also bought
Donald B. Straus past president, American Arbitration Association Every once in a while a book comes along that makes a complicated subject easier to comprehend. The reader says, 'Aha! That is how it works' "The Manager as Negotiator" does this for tomorrow's managers, and, indeed, all who deal with conflict. There have been books on how to WIN and books on how to COLLABORATE. "The Manager as Negotiator" weaves the art and science of doing both into a readable and comprehensive manual of how and when to do each. If ever there were a skill that might make tomorrow brighter, this is it.
Richard E. Neustadt Kennedy School of Government, Harvard University Lax and Sebenius do themselves proud in this seminal book. They write as well as they think. They show not only how the world is, but how to affect it -- for doers and scholars alike.
Richard G. Darman Deputy Secretary of the United States Treasury Sophisticated managers know that the largest part of management is "negotiating, " not giving orders or unilaterally executing plans. This fresh work on negotiation usefully combines analysis and experience -- and goes far beyond the tired cliches of the "win-lose" or "win-win" approaches. I recommend it highly.
Howard Raiffa Frank Plumpton Ramsey Professor of Managerial Economics, Harvard Business School; author of "The Art and Science of Negotiation" As a most interested third party, I have watched this remarkable book take shape over several years. If it were mainly intended as an analytical work on bargaining, it would be a great success, posing new questions, generating deep and original insights, and rigorously developing their implications. Yet "The Manager as Negotiator" transcends its roots in game theory and decision analysis, asking broader more realistic questions and addressing its exceptionally clear prose to a much wider audience. This book will give managers and negotiators invaluable advice. At the same time, it should profoundly influence the way scholars from many fields analyze negotiation.
Elliot L. Richardson Partner of Milbank, Tweed, Hadley, and McCloy; former Attorney General of the United States, Secretary of Defense, Secretary of Commerce, and Secretary of Health, Education, and Welfare Both the seasoned negotiator and the novice will find in "The Manager as Negotiator" fascinating insights, a systematic approach, and a quality of realism that make it an extraordinarily valuable source of guidance.
Peter G. Peterson Chairman of the Blackstone Group; former chairman of Lehman Brothers Kuhn Loeb, United States Secretary of Commerce, and president and CEO of Bell and Howell The ability to think through and carry out negotiations is vital to success in Washington, on Wall Street, and in the corporate world. I have long felt that there was an inner logic to the process, but until I encountered this book, I doubted that it could be so insightfully and persuasively set forth. Further, having worked closely with one of the authors and having seen this approach make major differences in significant transactions, I recommend "The Manager as Negotiator" to anyone interested in a sophisticated understanding of this subject.
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.
Try the Kindle edition and experience these great reading features:
Showing 1-7 of 7 reviews
There was a problem filtering reviews right now. Please try again later.
As described in an earlier review of the book, the two pronged approach of describing the negotiation analysis and laying out a path those successful managers would take to handle complex business negotiations makes it a worthy read for unseasoned managers like me.
The author, David Lax develops the negotiation concepts starting with the key elements of negotiations, describes dilemma of either creating or claiming value, elucidates the negotiation alternatives and the measure of negotiation, evolution of negotiation with game change approach. In addition the author also describes the ways of managing the negotiation situation, ways to negotiate with a mandate, to negotiate through agents/middlemen and to do direct management or indirect management.
Overall, I felt that the book had been very well researched and findings were validated and thus increased our confidence in the negotiation approaches taken. I felt that some of the concept descriptions were too lengthy and could have made the point through more live examples. More pictorial illustrations about the various different negotiation models could have helped the reader grasp the elements of negotiation concepts better. More practical examples could further enhance the usefulness of the book.