02547cam a22003494a 450000100090000000300080000900500170001700700030003400800410003701000170007802000280009502000180012303500230014103500200016404000490018404100080023304200080024105000240024908200140027310000190028724501250030624600240043126000600045530000450051550400660056050507470062652006500137365000290202365000340205270000330208685600780211914292189BJBSDDR20240507151526.0ta060308s2006 maua b 001 0 eng  a 2006007901 a1591397995 (alk. paper) a9781591397991 a(OCoLC)ocm64624895 a(OCoLC)64624895 aDLCcDLCdBAKERdC#PdYDXCPdBTCTAdDLCbeng aeng apcc14aHD 58.6bL425t 200600a658.4/0521 aLax, David A. 10a3-D negotiation :bpowerful tools to change the game in your most important deals /cDavid A. Lax and James K. Sebenius.3 aThree-D negotiation aBoston, Mass. :bHarvard Business School Press,cc2006. avi, 286 pages :billustrations ;c25 cm. aIncludes bibliographical references (p. [255]-267) and index.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 aIn 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, David Lax and James Sebinius urge bargainers to look beyond tactics at the table. Indeed, persuasive tactics are only the "first dimension" of the author's 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers." "Packed with practical steps and engaging examples, 3-D Negotiation demonstrates how superior setup moves plus insightful deal design can enable you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skillful."--Jacket 0aNegotiation in business. 4aNegociacioĢn en los negocios1 aSebenius, James K., d1953- 413Table of contentsuhttp://www.loc.gov/catdir/toc/ecip0610/2006007901.html