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In The Strategic Negotiator, David Wanetick provides a refreshing alternative to the Marquess of Queensberry approach to negotiations promoted by ivory tower ac

Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a

Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing chan

This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executiv

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an ag