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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

What members say

Average Customer Ratings

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  • Overall
  • G
  • WINDERMERE, FL, United States
  • 08-02-10

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.

5 of 5 people found this review helpful

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  • Performance
  • Story
  • Kurt
  • Dorr, Mi, United States
  • 12-19-12

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)

4 of 4 people found this review helpful

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  • Story

Machine narration. awful

Machine narration is just terrible, I can't even listen to this for a minute. I wish I cold get my money back.

2 of 2 people found this review helpful

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  • Performance
  • Story

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.

2 of 2 people found this review helpful

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  • Story

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.

2 of 2 people found this review helpful

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  • Story

Great book/Sleepy Narration

The book itself is excellent. The explanation of 3-D negotiating is excellent. The only single flaw is the monotone reader read's a dynamic topic so dry that this has a powerful influence over the listener , which makes it hard to stay alert. Luckily the content is interesting enough to make it through in order to learn these wonderful lessons.

1 of 1 people found this review helpful

  • Overall

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.

3 of 4 people found this review helpful

  • Overall

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.

2 of 3 people found this review helpful

  • Overall
  • Performance
  • Story

The Narration is monotonous

What would have made 3-D Negotiation better?

I was struggling with the narration, I have to stop and gave up after the second chapter.<br/>

What could David A. Lax and James K. Sebenius have done to make this a more enjoyable book for you?

I actually bought the book and the Kindle edition for emersion reading but gave up.<br/>Maybe another narrator may help.

Who would you have cast as narrator instead of Barrett Whitener?

The Guy the did the narration of Never Split the Difference- Michael Kramer.

You didn’t love this book... but did it have any redeeming qualities?

I love the concept(s) but the delivery is poor

Any additional comments?

not for now

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  • Performance
  • Story

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...

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  • Starling
  • 02-06-17

Flat, monotone reading made this hard to listen to

I can't speak for the content as I found it difficult to get passed the narrators style. Just didn't work for me

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  • Michael
  • 11-26-16

Overcome barriers

voice took some getting used to :p.. overall great book. Key lesson always do your homework and think of the other sides perspective