Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators

Name: Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators
Author: David A. Lax, James K. Sebenius
ISBN: 978B001GLLS25

Author David A. Lax, James K. Sebenius

Publisher Harvard Business School Press

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Book Details

Author(s)David A. Lax, James K. Sebenius

PublisherHarvard Business School Press

ISBN / ASINB001GLLS26

ISBN-13978B001GLLS25

MarketplaceFrance 🇫🇷

Description ▲

Virtually all negotiations involve claiming value. This chapter focuses on at-the-table tactics for claiming value when a move in favor of one party entails a loss for the other.