3-d Negotiation: Powerful Tools to Change the Game in Your - download pdf or read online

By David A. Lax

ISBN-10: 1591397995

ISBN-13: 9781591397991

When discussing being caught in a "win-win vs. win-lose" debate, such a lot negotiation books specialize in face-to-face strategies. but, desk strategies are just the "first size" of David A. Lax and James ok. Sebenius' pathbreaking 3D Negotiation (TM) method, built from their a long time of doing offers and examining nice dealmakers. strikes of their "second dimension"—deal design—systematically liberate fiscal and noneconomic price by way of creatively structuring agreements. yet what units the 3-D method aside is its "third dimension": setup. prior to exhibiting up at a bargaining consultation, 3D Negotiators make sure that the appropriate events were approached, within the correct series, to handle the proper pursuits, below the suitable expectancies, and dealing with the perfect outcomes of jogging away if there's no deal. This new arsenal of strikes clear of the desk usually has the best effect at the negotiated consequence. choked with sensible steps and circumstances, 3-D Negotiation demonstrates how more advantageous setup strikes plus insightful deal designs can enable you achieve impressive agreements on the desk, not possible by way of typical tactics.

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Extra resources for 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

Sample text

Second, many agreements deliver their value only when all parties live up to their respective sides of the bargain in the intended spirit. If parties to the agreement feel that they have been exploited or otherwise dealt with unfairly, they may live up to their side of the bargain only halfheartedly—or they may even repudiate the agreement. Third, even in the case of a true one-shot, stand-alone agreement, your approach to deal making can affect your reputation beyond the confines of that one deal.

Because getting the parties and interests right opens up possibilities for value-creating trades that increase the chances for a successful negotiation. What do those people across the table really want? What can I offer that gives them what they want, but doesn’t cost me too much? It’s not easy, and negotiators frequently fumble this vital task. But guidelines for mapping all the parties and their interests have emerged, based on both practical experience and academic research; we’ll present those guidelines in subsequent chapters.

Levy, President and CEO, Beth Israel Deaconess Medical Center “3-D Negotiation is simply the most sophisticated and practical guide to negotiation ever written. ” —Mathias Doepfner, CEO, Axel Springer AG (one of Europe’s top media companies) Praise for 3-D Negotiation from the financial elite: “Lax and Sebenius capture what I’ve seen great deal makers take years to perfect. Silver tongues and tactics can be a sideshow. ; Chair, President’s Foreign Intelligence Advisory Board; former Special Assistant to the President of the United States for Economic Affairs; and Director, White House National Economic Council “We faced some of the firm’s most challenging and delicate negotiations during its startup period.

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3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax


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