01623nam a2200277Ia 4500 TVU_31332 210423s9999 xx 000 0 und d 1591397995 9781591397991 eng 658.4052 L425 Lax, David A. 3-D negotiation powerful tools to change the game in your most important deals David A. Lax and James K. Sebenius Boston, Mass. Harvard Business School Press vi, 286 p. ill. 25 cm Includes bibliographical references (p. [255]-267) and index 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 Negotiation in business David A. Lax and James K. Sebenius Trung tâm Học liệu Trường Đại học Trà Vinh