3-D negotiation : powerful tools to change the game in your most important deals / by David A. Lax and James K. Sebenius.
Record details
- ISBN: 1591397995
- ISBN: 9781591397991
- Physical Description: 286 pages ; 25 cm
- Publisher: Boston, Mass. : Harvard Business School Press, [2006]
- Copyright: ©2006
Content descriptions
| Formatted Contents Note: | Overview: 3-D negotiation in a nutshell -- Negotiate in 3-D -- Do a 3-D audit of barriers to agreement -- Craft a 3-D strategy to overcome the barriers -- Set up the right negotiation, "away from the table" -- Get all the parties right -- Get all the interests right -- Get the no-deal options right -- Get the sequence and basic process choices right -- Design value-creating deals, "on the drawing board" -- Move "northeast" -- Dovetail differences -- Make lasting deals -- Negotiate the spirit of the deal -- Stress problem-solving tactics, "at the table" -- Shape perceptions to claim value -- Solve joint problems to create and claim value -- 3-D strategies in practice: "let them have your way" -- Map backward to craft a 3-D strategy -- Think strategically, act opportunistically. |
Search for related items by subject
| Subject: | Negotiation in business. |
Available copies
- 1 of 1 copy available at NC Cardinal. (Show)
- 1 of 1 copy available at Iredell County Public Library.
Holds
- 0 current holds with 1 total copy.
Show Only Available Copies
| Location | Call Number / Copy Notes | Barcode | Shelving Location | Status | Due Date |
|---|---|---|---|---|---|
| Statesville Main Library | 658.4052 LAX (Text) | 33114015672348 | Adult Nonfiction | Available | - |
