)3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (English)
by David A. Lax , James K. SebeniusFormat Hardcover
Condition Brand New
Language English
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3-D Negotiation: Powerful Tools to Change the Game in Y
Item number:
140826983149
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| Condition: |
Brand new: A new, unread, unused book in perfect condition with no missing or damaged pages. See the seller's
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Publisher: | Harvard Business School Publishing |
| Language: | English | Format: | Hardcover |
| ISBN: | 9781591397991 |
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Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
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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(t) 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. 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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