| 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals Contributor(s): Lax, David A. (Author), Sebenius, James K. (Author) |
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ISBN: 1591397995 ISBN-13: 9781591397991 Publisher: Harvard Business Review Press OUR PRICE: $31.50 Product Type: Hardcover - Other Formats Published: October 2006 Annotation: 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 Sebeniuss pathbreaking 3-D Negotiation approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their second dimensiondeal designsystematically unlock economic and non-economic 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 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. |
| Additional Information |
| BISAC Categories: - Business & Economics | Negotiating - Business & Economics | Management - General - Business & Economics | Leadership |
| Dewey: 658.405 |
| LCCN: 2006007901 |
| Physical Information: 1.1" H x 6.48" W x 9.32" (1.40 lbs) 304 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: 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. |