3-d Negotiation

Powerful Tools to Change the Game in Your Most Important Deals

Business & Finance, Management & Leadership, Negotiating, Leadership, Management
Cover of the book 3-d Negotiation by David A. Lax, James K. Sebenius, Harvard Business Review Press
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: David A. Lax, James K. Sebenius ISBN: 9781422143445
Publisher: Harvard Business Review Press Publication: August 24, 2006
Imprint: Harvard Business Review Press Language: English
Author: David A. Lax, James K. Sebenius
ISBN: 9781422143445
Publisher: Harvard Business Review Press
Publication: August 24, 2006
Imprint: Harvard Business Review Press
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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.

More books from Harvard Business Review Press

Cover of the book ReOrg by David A. Lax, James K. Sebenius
Cover of the book Indispensable by David A. Lax, James K. Sebenius
Cover of the book Business Communication by David A. Lax, James K. Sebenius
Cover of the book Reinforcements by David A. Lax, James K. Sebenius
Cover of the book Lords of Strategy by David A. Lax, James K. Sebenius
Cover of the book HBR's 10 Must Reads on Leadership Lessons from Sports (featuring interviews with Sir Alex Ferguson, Kareem Abdul-Jabbar, Andre Agassi) by David A. Lax, James K. Sebenius
Cover of the book Ben Bernanke's Fed by David A. Lax, James K. Sebenius
Cover of the book Changing Your Company from the Inside Out by David A. Lax, James K. Sebenius
Cover of the book Workforce of One by David A. Lax, James K. Sebenius
Cover of the book Marketing Myopia by David A. Lax, James K. Sebenius
Cover of the book Fully Charged by David A. Lax, James K. Sebenius
Cover of the book Higher Ambition by David A. Lax, James K. Sebenius
Cover of the book Developing Employees by David A. Lax, James K. Sebenius
Cover of the book Harvard Business Review on Managing Supply Chains by David A. Lax, James K. Sebenius
Cover of the book How Finance Works by David A. Lax, James K. Sebenius
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy