3-D negotiation : (Record no. 37066)
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| LIBRARY OF CONGRESS CONTROL NUMBER | |
|---|---|
| LC control number | 2006007901 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781591397991 |
| DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Call number | 658.4052 LA TH |
| MAIN ENTRY--PERSONAL NAME | |
| Authors | Lax, David A. |
| TITLE STATEMENT | |
| Title | 3-D negotiation : |
| Subtitle | powerful tools to change the game in your most important deals |
| Statement of responsibility, etc | David A. Lax and James K. Sebenius |
| VARYING FORM OF TITLE | |
| Title proper/short title | Three D negotiation |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Boston, Mass. : |
| Publisher | Harvard Business School Press, |
| Date | c2006. |
| PHYSICAL DESCRIPTION | |
| Extent | vi, 286 p. : |
| Other Details | ill. ; |
| Size | 25 cm. |
| SUMMARY | |
| Summary | 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. |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Negotiation in business |
| ADDED ENTRY | |
| Name | Sebenius, James K. |
| MAIN ENTRY--PERSONAL NAME | |
| -- | 32950 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 6864 |
| ADDED ENTRY | |
| -- | 34375 |
| Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Shelving location | Date acquired | Source of acquisition | Full call number | Barcode | Date last seen | Price effective from | Koha item type | Public note |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| University of Wollongong in Dubai | University of Wollongong in Dubai | Main Collection | 2020-01-30 | Kinokuniya | 658.4052 LA TH | T0063791 | 2019-11-25 | 2019-11-25 | REGULAR | Feb2020 |