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3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals | [David A. Lax, James K. Sebenius]

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers.
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Publisher's Summary

Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers. Through moves in the "second dimension", deal design, 3-D negotiators know how to unlock economic and noneconomic value by systematically envisioning and creatively structuring agreements.

But what really sets the 3-D approach apart, is its "third dimension", is setup. Before showing up at a bargaining session, 3-D negotiators "set the table" by arranging the most promising possible situation - laying the groundwork for adroit tactical interplay later. Acting away from the table, the bargainers ensure that the right parties have been approached in the right sequence, to deal with the right issues, engaging the right set of interests, at the right table, at the right time, under the right expectations, and facing the right no-deal options. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome.

Packed with practical steps and engaging examples, 3-D Negotiation enables you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skilful.

©2006 David A. Lax and James K. Sebenius; (P)2007 Gildan Media Corp

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  •  
    G WINDERMERE, FL, United States 08-02-10
    G WINDERMERE, FL, United States 08-02-10
    HELPFUL VOTES
    77
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    "Could be a much better audiobook"

    I think the concepts are pretty good in this book, but I believe the author takes himself way too seriously and has allowed raw academic language to get in the way. On top of that, the narration is good, but more suited for a fiction book. From listening to the long winded phrasing in abstract terms, and the dramatic voice, it's very easy to get distracted by the delivery and not focus on what the author is trying to say. The listeners with a highly academic background might be ok with this book, but I'd say that it needs a rewrite in a much more comprehensible format for the general public.

    2 of 2 people found this review helpful
  •  
    Kurt Dorr, Mi, United States 12-19-12
    Kurt Dorr, Mi, United States 12-19-12 Member Since 2011
    HELPFUL VOTES
    38
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    2
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    "Narrator turns this awesome book into a total dud"

    When listening to an audiobook, I need to feel the narrators passion in order to get much out of the book. If they gave try-outs for the narrator, they picked the guy in dead last. That being said, I do feel that the content of the book, if it were to be read by someone else, would make for a great book. So buy a hard copy and have your spouse read it to you. (unless your married to the current narrator)

    1 of 1 people found this review helpful
  •  
    Wade T. Brooks Portland, OR, USA 06-25-12
    Wade T. Brooks Portland, OR, USA 06-25-12 Member Since 2010
    HELPFUL VOTES
    47
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    "An Excellent Book on Negotiations"

    Excellent book on negotiations. This book focuses on the bigger picture, setting the stage, getting the right players and groups involved (government officials, trade unions, etc.) in an effort to expand negotiations beyond the table and orchestrate a win-win value creating deal.

    There is a healthy use of real world cases and the authors were involved in most of them. The case analysis is relevant and insightful.

    1 of 1 people found this review helpful
  •  
    J.B. 08-22-09
    J.B. 08-22-09 Member Since 2003
    HELPFUL VOTES
    1
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    "Excellent Listen before your next big meeting."

    Listening before your next big meeting or interview will take your focus to a higher level making you more calm and ready for what comes at you. Goes beyond the standard win-win negotiation advice.

    1 of 1 people found this review helpful
  •  
    Vikram Mullachery New York 07-21-14
    Vikram Mullachery New York 07-21-14
    ratings
    REVIEWS
    1
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    "Educational"

    Thank you. The book was educational and enlightening
    Audio book as opposed to conventional printed book made the read easier, faster and more enjoyable

    Thank you

    0 of 0 people found this review helpful
  •  
    B. Budlong 06-14-10
    B. Budlong 06-14-10
    HELPFUL VOTES
    1
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    3
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    "Great book, TERRIBLE narration"

    This was my first audible purchase. This was not even narrated, it was computer generated narration. Impossible to listen to. I ended up purchasing the physical book because I couldn't make it passed the first chapter. After "reading" the book, it was an amazing book. A little gimmicky with the words and terms, but the principles hold true regardless on how the authors describe them. I had heard such good things about audible, it's really too bad. I would recommend purchasing the physical book for this one. Skip the audio version.

    1 of 2 people found this review helpful
  •  
    Bruno Brisbane, QLD, Australia 03-28-09
    Bruno Brisbane, QLD, Australia 03-28-09 Member Since 2008
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    "3d negotiation"

    Very unhappy with my purchase. I found it over complicated hard to follow so much as to not even complete listening . "Getting to Yes" was a much better format and material .

    2 of 6 people found this review helpful
  •  
    Jose barcELONA, AE, USA 05-30-10
    Jose barcELONA, AE, USA 05-30-10
    ratings
    REVIEWS
    5
    1
    Overall
    "Over-rated"

    Bought this book because this two guys gave a seminar at my girlfriend's company. Typical american book... same idea smashed over and over again... Accent in talking guy is excellent. "Shorter is better", definately not in their curricula.

    0 of 1 people found this review helpful
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