Coverart for item
The Resource 3-D negotiation : powerful tools to change the game in your most important deals, David A. Lax and James K. Sebenius

3-D negotiation : powerful tools to change the game in your most important deals, David A. Lax and James K. Sebenius

Label
3-D negotiation : powerful tools to change the game in your most important deals
Title
3-D negotiation
Title remainder
powerful tools to change the game in your most important deals
Statement of responsibility
David A. Lax and James K. Sebenius
Title variation
  • Three-D negotiation
  • 3D negotiation
Creator
Contributor
Subject
Language
eng
Cataloging source
DLC
http://library.link/vocab/creatorName
Lax, David A
Dewey number
658.4/052
Illustrations
illustrations
Index
index present
LC call number
HD58.6
LC item number
.L388 2006
Literary form
non fiction
Nature of contents
bibliography
http://library.link/vocab/relatedWorkOrContributorDate
1953-
http://library.link/vocab/relatedWorkOrContributorName
Sebenius, James K.
http://library.link/vocab/subjectName
Negotiation in business
Label
3-D negotiation : powerful tools to change the game in your most important deals, David A. Lax and James K. Sebenius
Instantiates
Publication
Bibliography note
Includes bibliographical references (p. [255]-267) and index
Contents
Overview: 3-D negotiation in a nutshell -- Negotiate in three dimensions -- 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
Dimensions
25 cm.
Extent
vi, 286 p.
Isbn
9781591397991
Isbn Type
(alk. paper)
Lccn
2006007901
Other control number
9781591397991
Other physical details
ill.
System control number
  • 1479697
  • ocm64624895
Label
3-D negotiation : powerful tools to change the game in your most important deals, David A. Lax and James K. Sebenius
Publication
Bibliography note
Includes bibliographical references (p. [255]-267) and index
Contents
Overview: 3-D negotiation in a nutshell -- Negotiate in three dimensions -- 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
Dimensions
25 cm.
Extent
vi, 286 p.
Isbn
9781591397991
Isbn Type
(alk. paper)
Lccn
2006007901
Other control number
9781591397991
Other physical details
ill.
System control number
  • 1479697
  • ocm64624895

Library Locations

    • Vancouver Public Library - Central Branch Borrow it
      350 West Georgia Street, Vancouver, BC, V6B 6B1, CA
      49.280188 -123.114755
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