000			01658cam a22002534a 4500
001			a2073
003			SIRSI
008			060308s2006 maua b 001 0 eng
010			_a2006007901
020			_a1591397995 (alk. paper)
020			_a9781591397991 (alk. paper)
035			_a(Sirsi) i9781591397991
050	0	0	_aHD58.6 _b.L388 2006
082	0	0	_a658.4/052 _222
100	1		_aLax, David A.
245	1	0	_a3-D negotiation : _bpowerful tools to change the game in your most important deals / _cDavid A. Lax and James K. Sebenius.
246	3		_aThree-D negotiation.
260			_aBoston, Mass. : _bHarvard Business School Press, _cc2006.
300			_avi, 286 p. : _bill. ; _c25 cm.
504			_aIncludes bibliographical references (p. [255]-267) and index.
505	0		_aOverview: 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.
650		0	_aNegotiation in business.
700	1		_aSebenius, James K., _d1953-
999			_c15062 _d15062