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3-D Negotiation: Powerful Tools To Change the Game in Your Most Important Deals (06 Edition)by David A. Lax
Synopses & ReviewsPlease note that used books may not include additional media (study guides, CDs, DVDs, solutions manuals, etc.) as described in the publisher comments.
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.
Book News Annotation:
Lax, an investment banker, and Sebenius (business administration, Harvard Business School) discuss their approach to negotiation, which adds the idea of setup to the tactics and deal design steps in the process. They describe how to identify barriers to agreement, overcome them, design value-creating deals, and understand problem solving-tactics. They also show their approach in practical examples and real cases. Annotation ©2007 Book News, Inc., Portland, OR (booknews.com)
Subtitled, "Powerful Tools To Change The Game In Your Most Important Deals".
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