Title : 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals Category: Leadership
Brand: Lax, David A./ Sebenius, James K.
Item Page Download URL : Download in PDF File
Rating : 4.8
Buyer Review : 33
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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 design—systematically 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. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
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Review :
3-D Negotiation in a 1-D World
3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax and James K. Sebenius is not the book for Gordon Gekko types, practiced in the simple tactics of win-lose haggling. This book is the The Art of War for deal making. Like Sun Tzu for strategy, 3-D Negotiation is the primer on creating deals with lasting value. Anyone that has ever bought, sold, or traded anything will gain something with even the most cursory read of this work.
3-D Negotiation is a book that will become dog-eared, highlighted, notated, and underlined. This is a reference that you will return to again and again. It is very clearly written in a way that is accessible to everyone. Each point is illustrated with a relevant and detailed real-world (and often personal) example from the authors.
The authors are both graduates of Harvard Business School, co-founders of Harvard's Negotiation Roundtable and developed the executive program on strategic...
Insightful & essential
As a very fast-moving entrepreneur, I have to negotiate constantly. I'm
always on the lookout for good ideas to improve the deals I make. Frankly,
I don't need yet another book proclaiming that "win-win" is the answer or,
alternatively, that everything "starts with no." Obviously "no" has its
role and you're looking for an agreement that works for everyone and that
makes others want to keep on dealing with you. But I'm getting a little
tired of negotiation books with these obvious messages. So, when I picked
up 3-D Negotiation, I realized that it represents something different. Not
just war stories and platitudes, but a very practical approach, clearly
expressed and based on a lot of experience. The authors stress the
importance of the right "setup" moves away from the table before you even
begin the process at the table. They offer lots of examples to...
Taking negotiation beyond us vs. them...
Most books on negotiation that I've read focus on the tactics you use when you're face-to-face with the opponent. But what if you take a step back and shape the negotiation before you even show up? That's the general direction of 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax and James K. Sebenius. I can see where this would give you a step up in numerous situations...
Contents:
Part 1 - Overview: Negotiate in Three Dimensions; Do a 3-D Audit of Barriers to Agreement; Craft a 3-D Strategy to Overcome the Barriers
Part 2 - Set Up the Right Negotiation: Get All the Parties Right; Get All the Interests Right; Get the No-Deal Options Right; Get the Sequence and Basic Process Choices Right
Part 3 - Design Value-Creating Deals: Move "Northeast"; Dovetail Differences; Make Lasting Deals; Negotiate the Spirit of the Deal
Part 4 - Stress Problem-Solving Tactics: Shape Perceptions to Claim...
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