3-D negotiation : powerful tools to change the game in your most important deals /
Lax, David A.
3-D negotiation : powerful tools to change the game in your most important deals / Three-D negotiation David A. Lax and James K. Sebenius. - Boston, Mass. : Harvard Business School Press, c2006. - vi, 286 pages : illustrations ; 25 cm.
Includes bibliographical references (p. [255]-267) and index.
Overview: 3-D negotiation in a nutshell
Negotiate in three dimensions
Do a 3-D audit of barriers to agreement
Craft a 3-D strategy to overcome the barriers
Set up the right negotiation, "away from the table"
Get all the parties right
Get all the interests right
Get the no-deal options right
Get the sequence and basic process choices right
Design value-creating deals, "on the drawing board"
Move "northeast"
Dovetail differences
Make lasting deals
Negotiate the spirit of the deal
Stress problem-solving tactics, "at the table"
Shape perceptions to claim value
Solve joint problems to create and claim value
3-D strategies in practice: "let them have your way"
Map backward to craft a 3-D strategy
Think strategically, act opportunistically
In 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, David Lax and James Sebinius urge bargainers to look beyond tactics at the table. Indeed, persuasive tactics are only the "first dimension" of the author's 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers." "Packed with practical steps and engaging examples, 3-D Negotiation demonstrates how superior setup moves plus insightful deal design can enable you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skillful."--Jacket
1591397995 (alk. paper) 9781591397991
2006007901
Negotiation in business.
Negociación en los negocios
HD 58.6 / L425t 2006
658.4/052
3-D negotiation : powerful tools to change the game in your most important deals / Three-D negotiation David A. Lax and James K. Sebenius. - Boston, Mass. : Harvard Business School Press, c2006. - vi, 286 pages : illustrations ; 25 cm.
Includes bibliographical references (p. [255]-267) and index.
Overview: 3-D negotiation in a nutshell
Negotiate in three dimensions
Do a 3-D audit of barriers to agreement
Craft a 3-D strategy to overcome the barriers
Set up the right negotiation, "away from the table"
Get all the parties right
Get all the interests right
Get the no-deal options right
Get the sequence and basic process choices right
Design value-creating deals, "on the drawing board"
Move "northeast"
Dovetail differences
Make lasting deals
Negotiate the spirit of the deal
Stress problem-solving tactics, "at the table"
Shape perceptions to claim value
Solve joint problems to create and claim value
3-D strategies in practice: "let them have your way"
Map backward to craft a 3-D strategy
Think strategically, act opportunistically
In 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, David Lax and James Sebinius urge bargainers to look beyond tactics at the table. Indeed, persuasive tactics are only the "first dimension" of the author's 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers." "Packed with practical steps and engaging examples, 3-D Negotiation demonstrates how superior setup moves plus insightful deal design can enable you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skillful."--Jacket
1591397995 (alk. paper) 9781591397991
2006007901
Negotiation in business.
Negociación en los negocios
HD 58.6 / L425t 2006
658.4/052