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

AuthorDavid A. Lax, James K. Sebenius
PublisherHarvard 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.

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