3-d Negotiation

Powerful Tools to Change the Game in Your Most Important Deals

By: David A. Lax, James K. Sebenius

Write A Review

Hardcover | 3 October 2006

At a Glance

Hardcover
304 Pages

Dimensions(cm)
24.4 x 16.5 x 3.2

Hardcover

RRP $62.99

$53.99

14%OFF

or 4 interest-free payments of $13.50 with

or

Ships in 3 to 5 business days

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.

Shipping

	Standard Shipping	Express Shipping
Metro postcodes:	$9.99	$14.95
Regional postcodes:	$9.99	$14.95
Rural postcodes:	$9.99	$14.95

Orders over $79.00 qualify for free shipping.

How to return your order

At Booktopia, we offer hassle-free returns in accordance with our returns policy. If you wish to return an item, please get in touch with Booktopia Customer Care.

Additional postage charges may be applicable.

Defective items

RRP $26.99

$22.99

15%
OFF

Crucial Conversations

Tools for Talking When Stakes are High, Third Edition

Hardcover

RRP $49.95

$36.75

26%
OFF

Getting to Yes : Negotiating Agreement Without Giving In - Roger Fisher

$28.75

18%
OFF

SLAY the Bully

How to Negotiate with a Narcissist and Win

Paperback

RRP $29.99

$24.99

17%
OFF

Never Split the Difference : Negotiating As If Your Life Depended On It - Chris Voss

$110.75

11%
OFF

$22.99

15%
OFF

Negotiation and Dispute Resolution

Pearson New International Edition

Paperback

RRP $134.95

$109.75

19%
OFF

Future Cultures

How to Build a Future-Ready Organization Through Leadership

Paperback

RRP $59.75

$23.00

62%
OFF

Wolf in Cio's Clothing

Hardcover

RRP $52.99

$48.99

Overview : 3-D negotiation in a nutshell
Negotiate in three dimensions	p. 7
Do a 3-D audit of barriers to agreement	p. 21
Craft a 3-D strategy to overcome the barriers	p. 35
Set up the right negotiation : "away from the table"
Get all the parties right	p. 53
Get all the interests right	p. 69
Get the no-deal options right	p. 85
Get the sequence and basic process choices right	p. 99
Design value-creating deals : "on the drawing board"
Move "northeast"	p. 119
Dovetail differences	p. 135
Make lasting deals	p. 149
Negotiate the spirit of the deal	p. 163
Stress problem-solving tactics : " at the table"
Shape perceptions to claim value	p. 181
Solve joint problems to create and claim value	p. 205
3-D strategies in practice : "let them have your way"
Map backward to craft a 3-D strategy	p. 227
Think strategically, act opportunistically	p. 237
Table of Contents provided by Blackwell. All Rights Reserved.

3-d Negotiation

Powerful Tools to Change the Game in Your Most Important Deals

At a Glance

Hardcover

Shipping

How to return your order

Defective items

You Can Find This Book In

More in Business Negotiation

The Next Conversation

Argue Less, Talk More

Trump

The Art of the Deal

Influence, New and Expanded

The Psychology of Persuasion

Crucial Conversations

Tools for Talking When Stakes are High, Third Edition

Thanks for the Feedback

The Science and Art of Receiving Feedback Well

Getting To Yes

Negotiating An Agreement Without Giving In

Pre-Suasion

A Revolutionary Way To Influence And Persuade

Fierce Conversations

Achieving Success at Work & in Life, One Conversation at a Time

Good Arguments

What the art of debating can teach us about listening better and disagreeing well

Difficult Conversations

How to Discuss What Matters Most

Crucial Conversations

Tools for Talking When Stakes are High, Third Edition

Getting to Yes

Negotiating Agreement Without Giving In

Good Arguments

What the art of debating can teach us about listening better and disagreeing well

SLAY the Bully

How to Negotiate with a Narcissist and Win

Negotiation ISE

9th Edition

People, Management and Organizations

The Utopia of Rules

Never Split the Difference

Negotiating As If Your Life Depended On It

Behavioral Economics

4th Edition

Trump

The Art of the Deal

Never Split the Difference

Negotiating as if Your Life Depended on It

Negotiation and Dispute Resolution

Pearson New International Edition

Future Cultures

How to Build a Future-Ready Organization Through Leadership

Wolf in Cio's Clothing

This product is categorised by