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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