By David A. Lax
Read or Download 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals PDF
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Extra info for 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
But he or she may damage relationships in the process, may overlook more creative agreements, and may even precipitate a deadlock, thereby causing promising discussions to break down unnecessarily. ) The earnest win-win player may be more focused on creativity—and almost certainly has more friends—but may come up short in tough encounters. It’s a trade-off, and not always a beneficial one. In the name of long-term relationships, naive win-win negotiators may give up achievable gains in the here and now.
Peter G. Peterson, Senior Chairman and Cofounder, The Blackstone Group (one of the world’s largest private equity firms) “I have worked directly with the authors on some of the most challenging negotiations of my career. ” —Philip Yea, CEO, 3i Group plc (an FTSE 100 venture capital and private equity company that has invested more than £26 billion in more than fourteen thousand businesses) Praise for 3-D Negotiation from thought leaders on negotiation: “In negotiation, the moves you make away from the table are as important as any moves you can make at the table.
So win-lose and win-win negotiators couldn’t be more different, right? Well, no. In fact, we see them as being very similar in a fundamental way: they are both one-dimensional negotiators. They both concentrate almost exclusively on the face-to-face and tactical aspects of negotiation. ). Negotiating advice from both camps focuses mainly on how best to deal directly with the other side. From the win-lose side of the house, this means tips on how to size up your opponent’s weak spots; who should make the first offer; how much to demand; how to persuasively overcome objections, decipher body language, and threaten to walk away; and how to profit from various ploys—the “powerless agent” story, the “good cop, bad cop” routine, and so on.