3-D Negotiation by David A. Lax audiobook

3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals

By David A. Lax  and James Sebenius
Read by Barrett Whitener

Gildan Media 9781596591011
10.12 Hours 1
Format : Digital Download (In Stock)
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    ISBN: 9781596599475

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Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers. Through moves in the "second dimension", deal design, 3-D negotiators know how to unlock economic and noneconomic value by systematically envisioning and creatively structuring agreements. But what really sets the 3-D approach apart, is its "third dimension", is setup. Before showing up at a bargaining session, 3-D negotiators "set the table" by arranging the most promising possible situation - laying the groundwork for adroit tactical interplay later. Acting away from the table, the bargainers ensure that the right parties have been approached in the right sequence, to deal with the right issues, engaging the right set of interests, at the right table, at the right time, under the right expectations, and facing the right no-deal options. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. Packed with practical steps and engaging examples, 3-D Negotiation enables you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skilful.

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Summary

Summary

Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers. Through moves in the "second dimension", deal design, 3-D negotiators know how to unlock economic and noneconomic value by systematically envisioning and creatively structuring agreements. But what really sets the 3-D approach apart, is its "third dimension", is setup. Before showing up at a bargaining session, 3-D negotiators "set the table" by arranging the most promising possible situation - laying the groundwork for adroit tactical interplay later. Acting away from the table, the bargainers ensure that the right parties have been approached in the right sequence, to deal with the right issues, engaging the right set of interests, at the right table, at the right time, under the right expectations, and facing the right no-deal options. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. Packed with practical steps and engaging examples, 3-D Negotiation enables you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skilful.

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Author

Author Bio: David A. Lax

Author Bio: David A. Lax

Titles by Author

Author Bio: David Lax

Author Bio: David Lax

Titles by Author

Author Bio: James Sebenius

Author Bio: James Sebenius

James K. Sebenius is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and now teaches advanced negotiation to students and senior executives, and cofounder of Lax Sebenius LLC, a negotiation strategy and consulting firm. Formerly on the faculty of Harvard’s Kennedy School, he chairs the Harvard-MIT-Tufts Great Negotiator Award program, and serves as the Director of the Harvard Negotiation Project at Harvard Law School.

Titles by Author

Details

Details

Available Formats : Digital Download
Category: Nonfiction/Business & Economics
Runtime: 10.12
Audience: Adult
Language: English