3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Book Title: | 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals |
Author: | LAX A DAVID |
ISBN-13: | 9781591397991 |
Publication: | Harvard Business Review Press |
Edition: | First edition (24 August 2006) |
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Overview of 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals Book
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 breakingtion 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" 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.
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3
Paperback
English
1591397995
24 Aug 2006
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