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