3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
by David A. Lax, James K. Sebenius
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Book Summary Information
Author: David A. Lax, James K. SebeniusEdition: Hardcover
Audio: English (Original Language); English (Unknown); English (Published)
Published: 2006-10-30
ISBN: 1591397995
Number of pages: 286
Publisher: Harvard Business School Press
Book Reviews of 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Book Review: Buy it, Read it, Do it!
Summary: 5 Stars
This is a text book of modern negotiation. A great place to start your studies for the classic ideas, or a great place to go for the expert looking for fresh ideas. This book is worth while because the method works! Basically, the authors use the most advanced problem solving approaches and apply them to the study and practice of negotiation. Nice work!
Summary of 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Most current practice, thought, and discussion on negotiation - even the tremendously successful Getting to Yes - use an exclusively 'at-the-table' perspective, focused on tactics, persuasion, psychology, empathy, and other elements of the interactive process of negotiation. Of course, these '1-D' elements are important, even crucial in many instances, but they are not sufficient as a long-term, consistent approach in high-stakes negotiations. The authors add depth and complexity to our understanding and practical approach to negotiations by articulating a '3-D' perspective, focused not only on the surface process, but also on the hidden, potential value to be unlocked with skillful 'deal-design', as well as the architecture of the game itself.Leadership Books
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