The manager as negotiator: bargaining for cooperation and competitive gain

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.