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3-D negotiation : powerful tools to change the game in your most important deals

Author: David A Lax; James K Sebenius
Publisher: Boston, Mass. : Harvard Business School Press, 2008
Edition/Format:   Print book : EnglishView all editions and formats
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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  Read more...

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Document Type: Book
All Authors / Contributors: David A Lax; James K Sebenius
ISBN: 9781591397991 1591397995
OCLC Number: 815990354
Notes: Overview : 3-D negotiation in a nutshell Negotiate in three dimensions p. 7 Do a 3-D audit of barriers to agreement p. 21 Craft a 3-D strategy to overcome the barriers p. 35 Set up the right negotiation : "away from the table" Get all the parties right p. 53 Get all the interests right p. 69 Get the no-deal options right p. 85 Get the sequence and basic process choices right p. 99 Design value-creating deals : "on the drawing board" Move "northeast" p. 119 Dovetail differences p. 135 Make lasting deals p. 149 Negotiate the spirit of the deal p. 163 Stress problem-solving tactics : " at the table" Shape perceptions to claim value p. 181 Solve joint problems to create and claim value p. 205 3-D strategies in practice : "let them have your way" Map backward to craft a 3-D strategy p. 227 Think strategically, act opportunistically p. 237
Description: 286 s. : ill
Other Titles: 3D Negotiation
Responsibility: David A. Lax and James K. Sebenius

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