The Manager as Negotiator

Lax, D. A., & Sebenius, J. K. (1986). The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. Free Press.

Type

Book

Intellectual base

Review or monograph

Year

1986

Link

https://www.simonandschuster.com/books/Manager-as-Negotiator/David-A-Lax/9781451636499

Cited by

1 citation across 1 artifact.

Each citation links to the sentence it supports in the citing article.

Mechanisms

• Negotiation Phase Shift
  • That is exactly the ground of the negotiator's dilemma:

    This sourceDefines the negotiator’s dilemma as the tension between cooperative moves to create value and competitive moves to claim it.

Verification

This reference passed the adversarial substantiation pipeline: it was checked to exist and to support the claim it is attached to. See how references were verified.

Registry ID ref:a1366414545d · see in the full table