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

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 year 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.
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Published October 1st 2006 by Harvard Business Review Press (first published August 1st 2006
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3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
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gave it

In wan of an update and more examples3-Negotiation is a memoi by HBS professors Lax and Sebenius.

gave it

apparently it means staking a claim to a certain amount of the deal for your side, but to me the words of the term seem to mean " claiming that you are providing value to the other side ", so it was n't totally clear.In negotiation, I tend to work very hard on the setup to arrange the best possible alternative to negotiating, so I can always walk away.

gave it

I think I would recommend it to anyon who has already read several excellent books on negotiation but who still wants more depth.

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