3-D Negotiation: Playing the Whole Game - Not every deal is won at the bargaining table. in fact, most proposals are accepted or rejected based on moves that negotiators make away from the face-to-face talks. Here's how to navigate the multidimensional route to yes.
| Year of publication: |
2003
|
|---|---|
| Authors: | Lax, David A. ; Sebenius, James K. |
| Published in: |
Harvard business review : HBR. - Boston, Mass : Harvard Business School Publ. Corp, ISSN 0017-8012, ZDB-ID 23826. - 2003, p. 64-75
|