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3-d Negotiation(ISBN=9781591397991)书籍详细信息
- ISBN：9781591397991
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2006-09
- 页数：286
- 价格：138.00
- 纸张：胶版纸
- 装帧：精装
- 开本：32开
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
Stuck in a "win-win versus win-lose" debate, most negotiation
books focus on face-to-face tactics. Yet table tactics are only the
"first dimension" of Lax and Sebenius's path breakingtion(t)
approach, developed from their decades of doing deals and analyzing
great dealmakers. deal makersheir "second dimension"--deal
design--systematically unlock economic and non-economic value by
creatively structuring agreements. But what sets the 3-D approach
apart is its "third dimension": setup. Before showing up at a
bargaining session, 3-D Negotiators ensure that the right parties
have been approached, in the right sequence, to address the right
interests, under the right expectations, and facing the right
consequences of walking away if there is no deal. This new arsenal
of moves away from the table often exerts the greatest impact on
the negotiated outcome. Packed with practical steps and cases, 3-D
Negotiation demonstrates how superior setup moves plus insightful
deal designs can enable you to reach remarkable agreements at the
table, unattainable by standard tactics.
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作者介绍：
David A. Lax is a principal of Lax Sebenius LLC, a negotiation
strategy firm. James K. Sebenius is a principal of Lax Sebenius
LLC, a negotiation strategy firm. Sebenuis is also the Gordan
Donaldson Professor of Business Administration and Director of the
Negotiation Roundtable at Harvard Business School.
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书籍介绍
Stuck in a "win-win versus win-lose" debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the "first dimension" of Lax and Sebenius??s pathbreaking 3-D Negotiation?? approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"??deal design??systematically unlock economic and non-economic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
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