The manager as negotiator : bargaining for cooperation and competitive gain / David A. Lax, James K. Sebenius.

Manager as negotiator
Negotiator's dilemma: creating and claiming value
Alternatives to agreement: the limits of negotiation
Interests: the measure of negotiation
Creating value, or where do joint gains really come from?
Claiming value
Managing the negotiator's dilemma
Principles applied: a budget negotiation
Changing the game: the evolution of negotiation
Approach as a whole and so-called power in bargaining
What does any manager have to worry about?
Negotiating for purposes, authority, and resources: a manager's need for a mandate
Sustaining agreements
Negotiating in hierarchies: direct management
Agents and ratification
Negotiating in networks: indirect management
Manager is always in the middle: linked bargains, internal-external negotiations, mediation, and the essence of strategy.