3-D Negotiation Powerful Tools to Change the Game in Your Most Important Deals

ISBN-10: 1591397995

ISBN-13: 9781591397991

Edition: 2007

Authors: David A. Lax, James K. Sebenius

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Most current practice, thought, and discussion on negotiation focuses on tactics, persuasion, psychology, empathy, and other elements of the interactive process. In this book the authors add depth and complexity to our understanding by articulating a '3-D' perspective, examining the potential value to be unlocked with 'deal-design.'.
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Book details

List price: $35.00
Copyright year: 2007
Publisher: Harvard Business Review Press
Publication date: 10/1/2006
Binding: Hardcover
Pages: 304
Size: 6.50" wide x 9.50" long x 1.25" tall
Weight: 1.606
Language: English

David A. Lax is founder and co-director of the Negotiation Roundtable at the Harvard Business School. An Assistant Professor of Business Administration there, he teaches an extremely popular negotiation course. Educated at Princeton and at Harvard, from which he holds a doctorate in statistics, he has written extensively on negotiation. As a principal of The Negotiation Group, Professor Lax frequently acts as a consultant to business and governments. He lives in Cambridge, Massachusetts.

James K. Sebenius is Assistant Professor of Public Policy, John F. Kennedy School of Government, Harvard University.

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
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