Business Negotiation demonstrates that bargaining is the logical substitute for bossing and the reality of the expanded negotiating role of the manager. To resolve the dilemma that bargaining is inherently neutral and can be abused; editor shows how advocacy and other pursuit of personal interest can be controlled by the organization. He concludes by proposing that his effective-negotiation system, shown to be easily assimilated and most compatible with the management process, be institutionalized as an integral part of that process.
This book is clear and comprehensive studies offer numerous examples from the corporate world, all of which combine to create an ideal work for business students and managers alike wishing to understand the challenges of managing alliances. |
