The manager as negotiator : bargaining for cooperation and competitive gain

David A. Lax · James K. Sebenius

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Conflict Management and Negotiation Leadership and Management in Organizations Business Strategy and Innovation

Abstract

Describes the principles of effective negotiation and shows how managers can use these techniques to sustain agreements, and obtain authority or resources.

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2008Why It Pays to Get Inside the Head of Your Opponent 2001Battle of the sexes: Gender stereotype confirmation and reactance in negotiations.2005The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation 2005Constraints and triggers: Situational mechanics of gender in negotiation.1995Psychological Barriers to Dispute Resolution 1999Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency 2003Time pressure and closing of the mind in negotiation 1992Negotiation Analysis: A Characterization and Review

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