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

By David A. Lax

ISBN-10: 1591397995

ISBN-13: 9781591397991

When discussing being caught in a "win-win vs. win-lose" debate, so much negotiation books specialise in face-to-face strategies. but, desk strategies are just the "first measurement" of David A. Lax and James ok. Sebenius' pathbreaking 3D Negotiation (TM) method, constructed from their many years of doing offers and interpreting nice dealmakers. strikes of their "second dimension"—deal design—systematically unencumber monetary and noneconomic price by way of creatively structuring agreements. yet what units the three-D procedure aside is its "third dimension": setup. prior to exhibiting up at a bargaining consultation, 3D Negotiators make sure that the precise events were approached, within the correct series, to handle the correct pursuits, lower than the precise expectancies, and dealing with the perfect results of strolling away if there's no deal. This new arsenal of strikes clear of the desk usually has the best effect at the negotiated end result. filled with functional steps and instances, 3-D Negotiation demonstrates how more suitable setup strikes plus insightful deal designs can make it easier to succeed in striking agreements on the desk, not possible by way of typical tactics.

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

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By now, you should be getting a better sense of what we mean by the second dimension in our 3-D scheme: deal design on the drawing board. While our first dimension, tactics, focuses mainly on the interpersonal process at the table, deal design shifts toward substance and outcomes, often significantly away from the table itself. The 3-D Focus on Setup The third dimension, setup moves—often the most potent actions a 3-D Negotiator can take—completes the shift in focus. These moves take place entirely away from the table.

Let’s use the terminology from the last chapter: Are setup flaws blocking your desired agreement? Deal-design issues? People problems? Don’t jump to the conclusion that it’s purely a price gap, or that cultural differences are getting in the way, or that those people across the table are simply unreasonable. 1 We use the term audit to underscore the fact that what’s needed is a systematic assessment of the situation in terms of its setup, deal design, and tactics. In this chapter, we’ll show you how to perform this kind of assessment.

They “set the table”—ensuring that the right parties have been approached, in the right sequence, to deal with the right issues that engage the right set of interests, at the right table or tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal. If the setup at the table isn’t promising, this calls for moves to reset it more favorably. As we’ll show you, a superior setup plus the right tactics can yield remarkable results that would be unattainable by purely tactical means, however skillful.

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


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