Beschreibung 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers. Through moves in the "second dimension", deal design, 3-D negotiators know how to unlock economic and noneconomic value by systematically envisioning and creatively structuring agreements. But what really sets the 3-D approach apart, is its "third dimension", is setup. Before showing up at a bargaining session, 3-D negotiators "set the table" by arranging the most promising possible situation - laying the groundwork for adroit tactical interplay later. Acting away from the table, the bargainers ensure that the right parties have been approached in the right sequence, to deal with the right issues, engaging the right set of interests, at the right table, at the right time, under the right expectations, and facing the right no-deal options. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. Packed with practical steps and engaging examples, 3-D Negotiation enables you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skilful.
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3-d Negotiation: Powerful Tools to Change the Game in Your ~ In "3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals" by David A. Lax and James K. Sebenius, the authors observe that most negotiators think in one dimension comprised of two mutually exclusive strategies, win-win or win-lose. A negotiator often focuses on either value claiming in the win-lose approach or value creating in the win-win approach. Both strategies leave money on the table. If a negotiator expands the dimensions of the negotiation to supplement .
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Summary of "3D Negotiation: Powerful Tools to Change the ~ Summary of 3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals By David Lax and James K. Sebenius Summary written by Brett Reeder, Conflict Research Consortium Citation: Lax, David A. & Sebenius, James K., 2006, 3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals,Harvard Business School Press, Boston, MA Summary Lax and
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Top 10 Negotiation Skills - Program on Negotiation ~ 1. Analyze and cultivate your BATNA. In both integrative negotiation and adversarial bargaining, your best source of power is your ability and willingness to walk away and take another deal.Before arriving at the bargaining table, wise negotiators spend significant time identifying their best alternative to a negotiated agreement, or BATNA, and taking steps to improve it.
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