When discussing being stuck in a "win-win vs.
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..
This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome.
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.
But what sets the 3-D approach apart is its "third dimension": setup.
Moves in their "second dimension"--deal design--systematically unlock economic and noneconomic value by creatively structuring agreements.
Sebenius\' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing Deals and analyzing great dealmakers.
Lax and James K.
Yet, table tactics are only the "first dimension" of David A. win-lose" debate, Most negotiation books focus on face-to-face tactics.
When discussing being stuck in a "win-win vs
