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3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals - 06 edition

by David A. Lax

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (ISBN10: 1591397995; ISBN13: 9781591397991)
ISBN13: 978-1591397991
ISBN10: 1591397995

Summary: Stuck in a ''win-win versus win-lose'' debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the ''first dimension'' of Lax and Sebenius's path breakingtiontrade; approach, developed from their decades of doing deals and analyzing great dealmakers. deal makersheir ''second dimension''-deal design-systematically unlock economic and non-economic value by creatively structuring agreements. But what sets the 3-D approach apart is its ''third dimension'' ...show more: 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 exerts 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. ...show less

Edition/Copyright: 06
Cover: Hardback
Publisher: Harvard Business School Press
Published: 09/26/2006
International: No



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Most negotiators are stuck in a face-to-face style of negotiation. Now, in "3-D Negotiation," David Lax and James Sebenius outline their unique approach, developed from decades of work at the dealing ...show more table. Lax and Sebenius provide three "dimensions" invaluable to negotiation. The first dimension is the obvious - persuasive tactics. The second dimension is deal design, knowing how to unlock economic and noneconomic value by envisioning and structuring agreements. And the final dimension is setup - laying the groundwork for adroit tactical interplay later. This valuable resource will help you develop the negotiation style you need. ...show less
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