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3-d Negotiation Powerful Tools to Change the Game in Your Most Important Deals
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eBay item number:175914780018
Item specifics
- Condition
- EAN
- 9781591397991
- ISBN
- 9781591397991
- Package Dimensions LxWxH
- 9.49x6.46x1.22 Inches
- Weight
- 1.37 Pounds
- MPN
- Does not apply
- Model
- Does not apply
- Brand
- KLO80
- Publication Year
- 2006
- Type
- Textbook
- Format
- Hardcover
- Subject Area
- Business Informatics
- Language
- English
- Publication Name
- 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
- Item Height
- 243mm
- Publisher
- Harvard Business Review Press
- Item Width
- 165mm
- Item Weight
- 623g
- Number of Pages
- 304 Pages
About this product
Product Information
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.
Product Identifiers
Publisher
Harvard Business Review Press
ISBN-13
9781591397991
eBay Product ID (ePID)
90841764
Product Key Features
Subject Area
Business Informatics
Publication Name
3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Format
Hardcover
Language
English
Publication Year
2006
Type
Textbook
Number of Pages
304 Pages
Dimensions
Item Height
243mm
Item Width
165mm
Item Weight
623g
Additional Product Features
Country/Region of Manufacture
United States
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