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.
"Could be a much better audiobook"
The complexities of deal making and how what happens away from the bargaining table can be critical to success.
"Skip this and listen to the books by the authors"