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　　Stuck in a "win-win versus win-lose" debate, most negotiation

books focus on face-to-face tactics. Yet table tactics are only the

"first dimension" of Lax and Sebenius's path breakingtion(t)

approach, developed from their decades of doing deals and analyzing

great dealmakers. deal makersheir "second dimension"--deal

design--systematically unlock economic and non-economic value by

creatively structuring agreements. But what sets the 3-D approach

apart is its "third dimension": setup. Before showing up at a

bargaining session, 3-D Negotiators ensure that the right parties

have been approached, in the right sequence, to address the right

interests, under the right expectations, and facing the right

consequences of walking away if there is no deal. This new arsenal

of moves away from the table often exerts the greatest impact on

the negotiated outcome. Packed with practical steps and cases, 3-D

Negotiation demonstrates how superior setup moves plus insightful

deal designs can enable you to reach remarkable agreements at the

table, unattainable by standard tactics.

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　　David A. Lax is a principal of Lax Sebenius LLC, a negotiation

strategy firm. James K. Sebenius is a principal of Lax Sebenius

LLC, a negotiation strategy firm. Sebenuis is also the Gordan

Donaldson Professor of Business Administration and Director of the

Negotiation Roundtable at Harvard Business School.

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书籍介绍

Stuck in a "win-win versus win-lose" debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the "first dimension" of Lax and Sebenius??s pathbreaking 3-D Negotiation?? approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"??deal design??systematically unlock economic and non-economic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

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