3D negotiation : [powerful tools to change the game in your most important deals] /
David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' approach to negotiation. Through moves in the "second dimension"--deal design--negotiators can unlock economic and noneconomic...
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| Format: | CD Audio Book |
| Language: | English |
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New York :
Gildan Media Corp.,
©2006.
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| Series: | Your coach in a box.
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| Subjects: |
| Summary: | David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' approach to negotiation. Through moves in the "second dimension"--deal design--negotiators can unlock economic and noneconomic value by systematically envisioning and creatively structuring agreements. The "third dimension" is setup. Before showing up at a bargaining session, negotiators can "set the table" by arranging the most promising possible situation--laying the groundwork for tactical interplay later. |
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| Item Description: | Subtitle from container. Unabridged. "Published by arrangement with Harvard Business School Press." Audiobook version of: 3-D negotiation. Sound recording. |
| Physical Description: | 9 sound discs (approximately 10 hr.) : digital ; 4 3/4 in. |
| Playing Time: | 10:00:00 |
| ISBN: | 1596591013 9781596591011 |