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

Amazon.com Price: $18.62 (as of 30/04/2019 18:24 PST- Details)

Categories: Books, Business and Money, C and C++ Windows Programming, Computers and Technology, Leadership, Management, Management and Leadership, Microsoft Programming, Negotiating, Programming, Software Design, Testing and Engineering, Software Development, Subjects

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Description

When discussing being stuck in a “win-win vs. win-lose” debate, most negotiation books center of attention 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 make sure that the correct parties have been approached, in the correct sequence, to address the correct interests, under the correct expectations, and facing the correct consequences of walking away if there is not any deal. This new arsenal of moves away from the table continuously has the greatest have an effect on 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 succeed in remarkable agreements on the table, inconceivable by standard tactics.

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