3-d Negotiation ePub (Adobe DRM) download by David A. Lax

3-d Negotiation

Harvard Business Review Press
Publication date: August 2006
ISBN: 9781422143445
Digital Book format: ePub (Adobe DRM)

Buy ePub

List price:
$32.00
Our price:
$28.99

You save: $3.01 (9%)
GET THIS EBOOK
FOR FREE!
Join our Facebook sweepstake, share and
get 10 likes. Winners
get notified in 24H!
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.
Please sign in to review this product.
Devices:
3-d Negotiation ePub (Adobe DRM) can be read on any device that can open ePub (Adobe DRM) files.

File Size:
1380 Kb
Language:
ENG
Copy From Text:
Disabled.
Printing:
Disabled.
Other books by David A. Lax
Manager as Negotiator ePub (Adobe DRM) download by David A. Lax
Manager as Negotiator
David A. Lax
Free Press, January 1987
ISBN: 9781451636499
Format: ePub
List Price: $29.99 Our price: $18.21