TY  - BOOK
AU  - Lax,David A.
AU  - Sebenius,James K.
TI  - 3-D negotiation: powerful tools to change the game in your most important deals 
SN  - 1591397995 (alk. paper)
AV  - HD58.6 .L388 2006
U1  - 658.4/052 22
PY  - 2006///
CY  - Boston, Mass.
PB  - Harvard Business School Press
KW  - Negotiation in business
N1  - 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
ER  -