3-D Negotiation

Powerful Tools for Changing the Game in Your Most Important Deals

De: David Lax, James Sebenius

Narrado por: Barrett Whitener

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

Exceptional Content (negotiation and Influencing)

I recommend to anyone wanting a sound and flexible framework to improve their negotiating skills. the "3D" description isn't just hyperbole as it covers influencing techniques that go beyond the scope of most negotiating books. structured, thought provoking and with good examples that highlight the practical use of the concepts.
Don't hesitate, just purchase it if negotiations is what your interested in.

Narration really weak

Narrator tries to "invent" a nasty style.

Contents of book are dense and complex. Learning from Lax & Sebenius really builds value on negotiation performance.

It's a pity narration doesn't make justice to book quality.

Some valuable tips, poor delivery

Valuable negotiating tips, however most examples used in the book are too complicated to either understand or apply, as they take place at levels that 95% of people will never reach or need... The voice they picked for the audiobook sounds like Eugene from the Walking Dead, he talks like a scientist and is really boring to listen to for 6 hours...

Excellent, usable, realistic.

An excellent book. The material is well laid out, is understandable, and is applicable to any negotiation.

Good book

Good book, but I did not like the narrators voice. Would like the option to read along as well.