Bibliograph

3-D negotiation, powerful tools to change the game in your most important deals, David A. Lax and James K. Sebenius

Type

Label

3-D negotiation, powerful tools to change the game in your most important deals, David A. Lax and James K. Sebenius

Language

eng

Bibliography note

Includes bibliographical references (p. [255]-267) and index

Illustrations

illustrations

Index

index present

Literary Form

non fiction

Main title

3-D negotiation

Nature of contents

bibliography

Oclc number

64624895

Responsibility statement

David A. Lax and James K. Sebenius

Sub title

powerful tools to change the game in your most important deals

Table Of Contents

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

resource.variantTitle

Three-D negotiation

Classification