3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals epub – Replica-watches.co

3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals epub – Replica-watches.co

When Discussing Being Stuck In A Win Win Vs Win Lose Debate, Most Negotiation Books Focus On Face To Face Tactics Yet, Table Tactics Are Only The First Dimension Of David A Lax And James K Sebenius PathbreakingD Negotiation TM Approach, Developed From Their Decades Of Doing Deals And Analyzing Great Dealmakers Moves In Their Second Dimension Deal Designsystematically Unlock Economic And Noneconomic Value By Creatively Structuring Agreements But What Sets TheD Approach Apart Is Its Third Dimension Setup Before Showing Up At A Bargaining Session,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 Has The Greatest Impact On The Negotiated Outcome Packed With Practical Steps And Cases,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


6 thoughts on “3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

  1. says:

    If you have read a few books on negotiation, you will find much in this book familiar If you re serious about the subject, however, reading it will amply reward your curiosity Many of its negotiating techniques and approaches are familiar because the authors, David A Lax and James K Sebenius, reviewed and tested the existing literature on the subject They put the best current suggestions into a larger conceptual frame that can help negotiators make better deals This book is approachable for beginners and useful for experienced negotiators, so getAbstract recommends it to both types of readers, even if it isn t perfect In some parts of the book, the authors highlight negotiating issues that parties must face without giving practical guidance on how to handle them On the whole, though, this is a useful, methodical and realistic treatment of negotiation.


  2. says:

    Most books on negotiation combine the hardball win lose tactics with the effective win win approach 3 D Negotiation is different it adds a new third dimension to negotiation, mainly the need for developing a dynamic strategy on how to set up and shape the optimum situation and overall conditions for negotiations away from the table , and well before negotiations start Of course, the authors believe that negotiators must employ all three dimensions as needed during most negotiations.This new third dimension includes, among other things, acting to ensure the right parties have been involved, in the right sequence, to deal with the right issues that engage the right set of interests, at the right tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal Here is real world example of acting to ensure the right parties and the right sequence A US firm was looking to establish a joint venture in Mexico and had identified three potential partners one excellent, one good, and one that barely meets the set criteria Should this firm start negotiations with the best prospect, and if those negotiations fail, then move to the next, and so on Or wouldn t it be far better if this US firm makes it known in the industry in Mexico that they are looking for a joint venture partner, and induce these three prospects to come to the US firm Negotiating simultaneously with the three potential partners was indeed better, especially that the US firm set up the negotiation conditions whereby the three Mexican prospects were rushing to compete for the joint venture Although this book introduces a third dimension to negotiation, the other two dimensions are also well covered by the authors, with a large number of real world examples The second dimension covers designing value creating deals, including the traditional concept of enlarging the pie, and how to make lasting deals The first dimension focuses on the tactics at the negotiation table, including problem solving tactics such as shaping perceptions, setting ambitious target prices, interpersonal skills, cultural empathy, and many other tactics familiar to those who have read traditional negotiation books.In short, 3 D Negotiation is a welcomed addition to the topic of negotiation, especially due to its strategic approach to negotiations I particularly like the idea of backward mapping the negotiation process, starting with the desired target or outcome, then mapping all the parties, their interests, no deal options I was also intrigued by the authors philosophy and the 3 D strategy of Let them have your way , as well as their concept of Zone of Possible Agreement.Although this excellent book is written with important and complex deals in mind, the 3 D approach can be indeed applied to simpler deals and negotiations In fact, the reader will find a large number of examples of negotiations ranging from the simple ones such as buying a car or a house, to the complex ones such as negotiations between countries, or among large international organizations.


  3. says:

    Negotiation is than what happens at the table Taking positive action to strengthen your position before you ever reach the table maybe the key to a better outcome for your team If you are looking for a leg up on the competition this could be the book you are looking for That said some of the stories such as the ILWU contact negotiations seem rather nasty, hardly a win win negotiations.


  4. says:

    If you negotiate for a living, this is a must read Although the book is a few years old, it still has fresh insights into how to approach a negotiation in a new 3 D way which makes sure nothing is left on the table and that the process is as constructive as possible Even if you do not negotiate for a living, you will benefit from this book because, whther you realize it or not, everyone negotiates at some point in their lives This bok will give you an advantage when you do.


  5. says:

    Great book about a subject I am very interested in.Affordable and came in new condition Delivered on time No complaints.


  6. says:

    Best business book for strategy I have ever read This coupled with concepts of game theory and you really have aquired a new weapon