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3-d Negotiation

3-d Negotiation

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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 designsystematically unlock economic and noneconomic 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…

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Description

About the Author

David A. Lax is a principal of Lax Sebenius LLC, a negotiation strategy firm. James K. Sebenius is a principal of Lax Sebenius LLC, a negotiation strategy firm. Sebenuis is also the Gordan Donaldson Professor of Business Administration and Director of the Negotiation Roundtable at Harvard Business School.

  • Publisher: Harvard Business Review Press
  • Published: August 2006; Copyright: 2006
  • ISBN: 9781422143445
  • Title: 3-d Negotiation
  • Author: David A. Lax; James K. Sebenius
  • Imprint: Harvard Business Review Press
  • Language: English
  • Number of Pages: 304 [disclaimer]

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