3D Negotiation

Powerful Tools to Change the Game in Your Most Important Deals

David A. Lax, James K. Sebenius

286 pages, parution le 26/09/2006

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Résumé

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.

Sommaire

Introduction
Overview
Set Up the Right Negotiation
Design Value-Creating Deals
Stress Problem-Solving Tactics
3-D Strategies in Practice
Notes
Author's Note
Index
About the Authors

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Harvard Business School Press (HBS)
Auteur(s)	David A. Lax, James K. Sebenius
Parution	26/09/2006
Nb. de pages	286
Format	16 x 24
Couverture	Relié
Poids	657g
Intérieur	Noir et Blanc
EAN13	9781591397991
ISBN13	978-1-59139-799-1