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

Version: Unabridged
Author: David Lax , James Sebenius
Narrator: Barrett Whitener
Genres: Negotiation & Communication
Publisher: Gildan Media
Published In: July 2007
# of Units: 9 CDs
Length: 10 hours
Ratings:
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Overview

Stuck in a win-win versus win-lose debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the first dimension of Lax and Sebenius's pathbreaking 3-D Negotiation approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their second dimension deal design systematically unlock economic and non-economic 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 exerts 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.

Author Details

Author Details

Sebenius, James

James K. Sebenius is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and now teaches advanced negotiation to students and senior executives, and cofounder of Lax Sebenius LLC, a negotiation strategy and consulting firm. Formerly on the faculty of Harvard's Kennedy School, he chairs the Harvard-MIT-Tufts Great Negotiator Award program, and serves as the Director of the Harvard Negotiation Project at Harvard Law School.