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 resources for 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
This is where the win-lose negotiator, in particular, comes up short. In the win-lose mind-set, the broad outlines of the deal are self-evident. So the core challenge of negotiating lies in choosing the best tactics to win—the best price, the most generous terms, or whatever. Here’s what we mean by a systematic approach to deal design: when a proposed deal does not offer enough value to all sides, or when its structure won’t achieve its purposes, deal designers must go to work on the drawing board, sometimes on your own, sometimes with your team, and sometimes in concert with the other party.
William Lauder, President and CEO, the Estée Lauder Companies “Following the clear and innovative concept of 3-D Negotiation has contributed invaluably . . to many agreements that are critical to Novartis. ” —Daniel Vasella, MD, Chairman and CEO, Novartis AG “Lax and Sebenius understand better than anyone that the key to successful and sustainable agreements is to focus on those activities that take place away from the negotiating table, well before face-to-face tactics come into play. 3-D Negotiation is a brilliant and rigorous exposition of key bargaining strategy techniques from two masters of negotiation.
Chair, President’s Foreign Intelligence Advisory Board; former Special Assistant to the President of the United States for Economic Affairs; and Director, White House National Economic Council “We faced some of the firm’s most challenging and delicate negotiations during its startup period. Over those early years, we worked daily with Jim Sebenius, who was often very helpful with critical deals at key moments. He later returned to Harvard, armed with this intensive experience, to make the theory and practice of effective negotiation his life work.