{"product_id":"manager-as-negotiator-9781451636499","title":"Manager as Negotiator","description":"\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eContents\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003ci\u003ePreface\u003cbr\u003e\u003cbr\u003eAcknowledgments\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003eCHAPTER ONE. The Manager as Negotiator\u0026lt;\u003cbr\u003e\u003cbr\u003ePart I: NEGOTIATION ANALYSIS\u003cbr\u003e\u003cbr\u003eCHAPTER TWO. The Negotiator's Dilemma: Creating and Claiming Value\u003cbr\u003e\u003cbr\u003eCHAPTER THREE. Alternatives to Agreement: The Limits of Negotiation\u003cbr\u003e\u003cbr\u003eCHAPTER FOUR. Interests: The Measure of Negotiation\u003cbr\u003e\u003cbr\u003eCHAPTER FIVE. Creating Value, or Where Do Joint Gains Really Come From?\u003cbr\u003e\u003cbr\u003eCHAPTER SIX. Claiming Value\u003cbr\u003e\u003cbr\u003eCHAPTER SEVEN. Managing the Negotiator's Dilemma\u003cbr\u003e\u003cbr\u003eCHAPTER EIGHT. The Principles Applied: A Budget Negotiation\u003cbr\u003e\u003cbr\u003eCHAPTER NINE. Changing the Game: The Evolution of Negotiation\u003cbr\u003e\u003cbr\u003eCHAPTER TEN. The Approach as a Whole and So-Called Power in Bargaining\u003cbr\u003e\u003cbr\u003ePart II: NEGOTIATION AND MANAGEMENT\u003cbr\u003e\u003cbr\u003eCHAPTER ELEVEN. What Does Any Manager Have to Worry About?\u003cbr\u003e\u003cbr\u003eCHAPTER TWELVE. Negotiating for Purposes, Authority, and Resources: A Manager's Need for a Mandate\u003cbr\u003e\u003cbr\u003eCHAPTER THIRTEEN. Sustaining Agreements\u003cbr\u003e\u003cbr\u003eCHAPTER FOURTEEN. Negotiating in Hierarchies: Direct Management\u003cbr\u003e\u003cbr\u003eCHAPTER FIFTEEN. Agents and Ratification\u003cbr\u003e\u003cbr\u003eCHAPTER SIXTEEN. Negotiating in Networks: Indirect Management\u003cbr\u003e\u003cbr\u003eCHAPTER SEVENTEEN. The Manager Is Always in the Middle: Linked Bargains, Internal-External Negotiations, Mediation, and the Essence of Strategy\u003cbr\u003e\u003cbr\u003e\u003ci\u003eReferences\u003cbr\u003e\u003cbr\u003eIndex\u003c\/i\u003e","brand":"Book Curl","offers":[{"title":"Default Title","offer_id":51769872351575,"sku":"9781451636499","price":16.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781451636499.jpg?v=1758723021","url":"https:\/\/bookcurl.com\/products\/manager-as-negotiator-9781451636499","provider":"Book Curl","version":"1.0","type":"link"}