3-D negotiation : powerful tools to change the game in your most important deals / David A. Lax and James K. Sebenius.

By:

Lax, David A

Contributor(s):

Sebenius, James K, 1953-

Material type: Text

TextLanguage: English Publication details: Boston, Mass. : Harvard Business School Press, c2006.Description: vi, 286 pages : illustrations ; 25 cmISBN:

1591397995 (alk. paper)
9781591397991

Other title:

Three-D negotiation

Subject(s):

DDC classification:

658.4/052

LOC classification:

HD 58.6 L425t 2006

Online resources:

Table of contents

Contents:

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

Summary: 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

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Holdings
Item type	Current library	Home library	Collection	Shelving location	Call number	Copy number	Status	Date due	Barcode
Libro	Biblioteca Juan Bosch	Biblioteca Juan Bosch	Ciencias Sociales	Ciencias Sociales (3er. Piso)	HD 58.6 L425t 2006 (Browse shelf(Opens below))	1	Available		00000174463

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

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