3-D negotiation : powerful tools to change the game in your most important deals / David A. Lax and James K. Sebenius

Author(s): Lax, David A
Retrieving Holdings Information
Subjects: Negotiation in business
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Published: Boston, Mass. : Harvard Business School Press, c2006
LC Classification: H, HD
Physical Description: vi, 286 p. : ill. ; 25 cm
Alternate Titles: Three-D negotiation
Additional Authors: Sebenius, James K., 1953-
Notes: LCCN: 2006007901
ISBN: 1591397995 (alk. paper)
EAN: 9781591397991
Includes bibliographical references and index
Contents: Overview: 3-D negotiation in a nutshell -- Negotiate in three dimensions -- Do a 3-D audit of barriers to agreement -- Craft a 3-D strategy to overcome the barriers -- Set up the right negotiation, "away from the table" -- Get all the parties right -- Get all the interests right -- Get the no-deal options right -- Get the sequence and basic process choices right -- Design value-creating deals, "on the drawing board" -- Move "northeast" -- Dovetail differences -- Make lasting deals -- Negotiate the spirit of the deal -- Stress problem-solving tactics, "at the table" -- Shape perceptions to claim value -- Solve joint problems to create and claim value -- 3-D strategies in practice: "let them have your way" -- Map backward to craft a 3-D strategy -- Think strategically, act opportunistically
OCLC Number: 64624895
ISBN/ISSN: 1591397995