James K. Sebenius Knihy

Ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This title demonstrates how superior setup moves and deal designs can enable you to reach remarkable agreements at the table.

Describes the principles of effective negotiation and shows how managers can use these techniques to sustain agreements, and obtain authority or resources.