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 Ú 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals ã Download by ✓ David A.
Lax 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 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.



Most books on negotiation combine the hardball win lose tactics with theeffective 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 rig Negotiation isthan 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.

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