3-D negotiation :
Lax, David A.
3-D negotiation : powerful tools to change the game in your most important deals / Three-D negotiation. David A. Lax and James K. Sebenius. - Boston, Mass. : Harvard Business School Press, c2006. - vi, 286 p. : ill. ; 25 cm.
Includes bibliographical references (p. [255]-267) and index.
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.
1591397995 (alk. paper) 9781591397991 (alk. paper)
2006007901
Negotiation in business.
HD58.6 / .L388 2006
658.4/052
3-D negotiation : powerful tools to change the game in your most important deals / Three-D negotiation. David A. Lax and James K. Sebenius. - Boston, Mass. : Harvard Business School Press, c2006. - vi, 286 p. : ill. ; 25 cm.
Includes bibliographical references (p. [255]-267) and index.
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.
1591397995 (alk. paper) 9781591397991 (alk. paper)
2006007901
Negotiation in business.
HD58.6 / .L388 2006
658.4/052