000			01846cam a22002174a 4500
999			_c37066 _d37066
001			14292189
010			_a 2006007901
020			_a9781591397991
040			_aUOWD
082	0	0	_a658.4052 LA TH
100	1		_aLax, David A. _932950
245	1	0	_a3-D negotiation : _bpowerful tools to change the game in your most important deals _cDavid A. Lax and James K. Sebenius
246	3		_aThree D negotiation
260			_aBoston, Mass. : _bHarvard Business School Press, _cc2006.
300			_avi, 286 p. : _bill. ; _c25 cm.
504			_aIncludes bibliographical references (p. [255]-267) and index.
520			_aWhen 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.
650		0	_aNegotiation in business _96864
700	1		_aSebenius, James K. _934375
942			_2ddc _cREGULAR