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3-d Negotiation By David A. Lax

3-d Negotiation by David A. Lax

Condition - Very Good
$45.99
Only 3 left

Summary

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 title demonstrates how superior setup moves and deal designs can enable you to reach remarkable agreements at the table.

3-d Negotiation Summary

3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax

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 design--systematically 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.

About David A. Lax

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.

Additional information

GOR001488854
9781591397991
1591397995
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax
Used - Very Good
Hardback
Harvard Business Review Press
20061001
304
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Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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