02809cam a22003974a 4500 14292189 BJBSDDR 20240507151526.0 ta 060308s2006 maua b 001 0 eng 2006007901 1591397995 (alk. paper) 9781591397991 (OCoLC)ocm64624895 (OCoLC)64624895 DLC DLC BAKER C#P YDXCP BTCTA DLC eng eng pcc HD 58.6 L425t 2006 658.4/052 Lax, David A. 35659 3-D negotiation : powerful tools to change the game in your most important deals / David A. Lax and James K. Sebenius. Three-D negotiation Boston, Mass. : Harvard Business School Press, c2006. vi, 286 pages : illustrations ; 25 cm. Includes bibliographical references (p. [255]-267) and index. Overview: 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 In 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 Negotiation in business. Negociación en los negocios 6082 Sebenius, James K., 1953- 35760 Table of contents http://www.loc.gov/catdir/toc/ecip0610/2006007901.html 7 cbc orignew 1 ecip 20 y-gencatlg lcc BK 121199 121199 0 0 lcc 0 0 CS BJB BJB CS 2024-04-30 0 HD 58.6 L425t 2006 00000174463 2024-04-30 00:00:00 1 2024-04-30 BK