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3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals


Extreame Savings Item! Save 46% on the 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by Harvard Business Review Press at EMS Linux. MPN: 9781591397991. Hurry! Limited time offer. Offer valid only while supplies last. 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


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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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Manufacturer:Harvard Business Review Press
Brand:Harvard Business Review Press
Part Number:9781591397991
Publisher:Harvard Business Review Press
Studio:Harvard Business Review Press
MPN:9781591397991
EAN:9781591397991
Item Weight:1.37 pounds
Item Size:1.25 x 9.5 x 9.5 inches
Package Weight:0.95 pounds
Package Size:6.3 x 1.3 x 1.3 inches

3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by Harvard Business Review Press

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3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

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