3-D Negotiation
Book description
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' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves…
Why read it?
1 author picked 3-D Negotiation as one of their favorite books. Why do they recommend it?
3-D Negotiation lives up to its title – by showing that negotiations require a multi-dimensional (3D) perspective. My favorite part of this book is the emphasis that deals are unlikely to last when negotiations ignore the “spirit of the deal.” As Lax and Sebenius put it, "while parties can agree to the same terms on paper, they may actually have very different expectations of how those terms will be met. And because they fail to achieve a true meeting of the minds, the deal they've signed may well fall apart." Their solution? Negotiators need to look beyond the tactics (the…
From Kate's list on negotiating great strategic business relationships.
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