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3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

(Hardback)


Publishing Details

Full Title:

3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

Contributors:

By (Author) David A. Lax
By (author) James K. Sebenius

ISBN:

9781591397991

Publisher:

Harvard Business Review Press

Imprint:

Harvard Business Review Press

Publication Date:

3rd October 2006

Country:

United States

Classifications

Readership:

General

Fiction/Non-fiction:

Non Fiction

Dewey:

658.4052

Physical Properties

Physical Format:

Hardback

Number of Pages:

304

Dimensions:

Width 165mm, Height 243mm

Weight:

623g

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 designsystematically 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.

Author Bio

David A. Lax is a principal of Lax Sebenius LLC, a negotiation strategy firm. James K. Sebenius is a principal of Lax Sebenius LLC, a negotiation strategy firm. Sebenuis is also the Gordan Donaldson Professor of Business Administration and Director of the Negotiation Roundtable at Harvard Business School.

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