3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals

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Gildan Media Corp
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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.
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9781596591011
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Grouped Work ID4ee71425-e7f0-6f87-d2d9-6d46be18568c
Grouping Title3d negotiation powerful tools to change the game in your most important deals
Grouping Authordavid a lax
Grouping Categorybook
Grouping LanguageEnglish (eng)
Last Grouping Update2021-09-25 04:50:04AM
Last Indexed2021-09-25 05:11:23AM
Novelist Primary ISBN9781596591011

Solr Details

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authorDavid A. Lax
author_displayDavid A. Lax
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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’ pathbreaking 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”: 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.

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seriesYour Coach In A Box
series_with_volumeYour Coach In A Box|
title_display3D Negotiation Powerful Tools To Change The Game In Your Most Important Deals
title_full3D Negotiation Powerful Tools To Change The Game In Your Most Important Deals
title_short3D Negotiation
title_subPowerful Tools To Change The Game In Your Most Important Deals
topic_facetBusiness
Management
Nonfiction
Self-Improvement