3D Negotiation, David Lax
3D Negotiation, David Lax
List: $24.98 | Sale: $17.49
Club: $12.49

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

Author: David Lax, James Sebenius

Narrator: Barrett Whitener

Unabridged: 10 hr 7 min

Format: Digital Audiobook Download

Publisher: Ascent Audio

Published: 08/08/2011


Synopsis

Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers. Through moves in the "second dimension", deal design, 3-D negotiators know how to unlock economic and noneconomic value by systematically envisioning and creatively structuring agreements.

But what really sets the 3-D approach apart, is its "third dimension", is setup. Before showing up at a bargaining session, 3-D negotiators "set the table" by arranging the most promising possible situation - laying the groundwork for adroit tactical interplay later. Acting away from the table, the bargainers ensure that the right parties have been approached in the right sequence, to deal with the right issues, engaging the right set of interests, at the right table, at the right time, under the right expectations, and facing the right no-deal options. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome.

Packed with practical steps and engaging examples, 3-D Negotiation enables you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skilful.

Reviews

Goodreads review by Micah

Great perspective on negotiations. Lax and Sebenius move away from traditional hard nose negotiating strategies to walk the reader through all of the areas to consider when preparing and executing a negotiation. Fantastic perspective. Worth the read!......more

Goodreads review by Mark

The best book on negotiation by the best negotiators in the world. Warning: It's a bit tough to read and you really have to pay close attention to every part. But the content is gold!......more

Goodreads review by Scott

Standard negotiation advice (don't just think about the people at the table, think about the other people in their organizations and beyond, look for their true interests behind the specifics being discussed, etc.). It's a little too formal in style as well for my tastes, too.......more