Instructional Resources

David Lax and James Sebenius’s first book, The Manager as Negotiator, is an established textbook at the Harvard Business School and many other leading graduate schools.

As a consequence of their groundbreaking work on negotiation, they began to see the need to treat negotiation as a core skill for all managers, not just those in deal-intensive functions such as labor relations, business development, large sales, or procurement.  Partly building on this work, the faculty of the Harvard Business School voted to become the first major business school to require a full negotiation course in it score MBA curriculum.

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