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 specialise in face-to-face strategies. but, desk strategies are just the "first size" of David A. Lax and James ok. Sebenius' pathbreaking 3-D Negotiation (TM) method, built from their a long time of doing bargains and examining nice dealmakers. strikes of their "second dimension"—deal design—systematically free up monetary and noneconomic worth through creatively structuring agreements. yet what units the 3D method aside is its "third dimension": setup. ahead of displaying up at a bargaining consultation, 3D Negotiators make sure that the best events were approached, within the correct series, to handle the suitable pursuits, below definitely the right expectancies, and dealing with the fitting results of jogging away if there isn't any deal. This new arsenal of strikes clear of the desk usually has the best impression at the negotiated final result. choked with sensible steps and instances, 3-D Negotiation demonstrates how greater setup strikes plus insightful deal designs can aid you achieve awesome agreements on the desk, not possible through typical tactics.

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

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So win-lose and win-win negotiators couldn’t be more different, right? Well, no. In fact, we see them as being very similar in a fundamental way: they are both one-dimensional negotiators. They both concentrate almost exclusively on the face-to-face and tactical aspects of negotiation. ). Negotiating advice from both camps focuses mainly on how best to deal directly with the other side. From the win-lose side of the house, this means tips on how to size up your opponent’s weak spots; who should make the first offer; how much to demand; how to persuasively overcome objections, decipher body language, and threaten to walk away; and how to profit from various ploys—the “powerless agent” story, the “good cop, bad cop” routine, and so on.

With the illustrative LockStore case in mind, we’ll work through a more systematic barriers audit, starting with the setup. Assessing Setup Barriers A flawed setup means less fertile ground for the kind of agreement you want. Setup problems can involve three aspects of the negotiation: scope, sequence, and basic process choices. Scope flaws mean the wrong parties, interests, and/or no-deal options. Experience teaches us that getting the scope right calls for more than a mechanical list; it requires a disciplined kind of imagination that the 3-D approach will help you develop.

Kennedy School of Government, author of The Art and Science of Negotiation and Negotiation Analysis, and coauthor of Smart Choices “Lax and Sebenius provide scholars and frontline negotiators with new and important insight in 3-D Negotiation. The authors, influenced by their extensive deal experience and strong analytic backgrounds, provide a clever new organization of issues that negotiators need to consider in important, complex negotiations. Lax and Sebenius highlight aspects on the negotiation process too often ignored or given insufficient attention by other authors—moves away from the table to set up and reset the negotiation most favorably.

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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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