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

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When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"--deal design--systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": ...

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals 2006, Harvard Business School Press, Boston, MA

ISBN-13: 9781591397991

Hardcover

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