David A. Lax Bücher

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.

Examines the negotiation methods of Henry Kissinger, highlighting such diplomatic achievements as the Paris Peace Accords, for which he won the Nobel Peace Prize

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