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3-D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals - David A. Lax, James K. Sebenius (2006)
ISBN 9781591397991
Publisher Harvard Business School Press
Publication Date 10/30/2006
Format Hardcover (234 x 160 mm)
Plot / 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 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. 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 Book Details
2Frog Index 25833
Other Resources Purchase Information
Cover Price $32.00
Nr of Pages 286
2Frog Media Reference Pages