3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

by David A. Lax, James K. Sebenius, James Sebenius
     
 

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ISBN-10: 1591397995

ISBN-13: 9781591397991

Pub. Date: 09/26/2006

Publisher: Harvard Business Review Press

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second

Overview

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

Product Details

ISBN-13:
9781591397991
Publisher:
Harvard Business Review Press
Publication date:
09/26/2006
Edition description:
1ST
Pages:
286
Sales rank:
321,485
Product dimensions:
6.52(w) x 9.56(h) x 1.10(d)

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