3-d Negotiation: Powerful Tools to Change the Game in Your by David A. Lax

By David A. Lax

When discussing being caught in a "win-win vs. win-lose" debate, so much negotiation books specialize in face-to-face strategies. but, desk strategies are just the "first size" of David A. Lax and James ok. Sebenius' pathbreaking three-D Negotiation (TM) process, built from their a long time of doing offers and studying nice dealmakers. strikes of their "second dimension"—deal design—systematically release financial and noneconomic worth by means of creatively structuring agreements. yet what units the 3D technique aside is its "third dimension": setup. earlier than displaying up at a bargaining consultation, 3-D Negotiators make sure that the appropriate events were approached, within the correct series, to handle the best pursuits, lower than the correct expectancies, and dealing with the correct effects of strolling away if there is not any deal. This new arsenal of strikes clear of the desk usually has the best effect at the negotiated consequence. choked with useful steps and instances, 3-D Negotiation demonstrates how more advantageous setup strikes plus insightful deal designs can show you how to achieve outstanding agreements on the desk, not possible by way of average tactics.

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Extra info for 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

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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.

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