The Manager as Negotiator¶
Lax, D. A., & Sebenius, J. K. (1986). The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. Free Press.
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.
- That is exactly the ground of the negotiator's dilemma:
Verification¶
Does it exist? Not checked yet. This entry carries no identifier to resolve. It was extracted from the citation as written in the article, normalized, and deduplicated against the rest of the registry.
Does it back the claim? Not recorded. The single citation of this work carries no recorded support check.
Support is checked per citation rather than per work — the same source can be cited soundly in one article and wrongly in another. Per-citation recording began recently, so a citation with no recorded check is a gap in the record rather than evidence it went unchecked.
See how references were verified.
Registry ID ref:a1366414545d · see in the full table