3 D Negotiation
Download 3 D Negotiation full books in PDF, epub, and Kindle. Read online free 3 D Negotiation ebook anywhere anytime directly on your device. Fast Download speed and no annoying ads. We cannot guarantee that every ebooks is available!
3-d Negotiation
Author | : David A. Lax |
Publisher | : Harvard Business Press |
Total Pages | : 304 |
Release | : 2006-08-24 |
Genre | : Business & Economics |
ISBN | : 1422143449 |
Download 3-d Negotiation Book in PDF, Epub and Kindle
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.
3-d Negotiation Related Books
Pages: 304
Pages: 298
Pages: 298
Pages: 242
Pages: 417