3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

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9781591397991: 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
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When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic 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 has 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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From the Back Cover:

“Lax and Sebenius capture what I've seen great dealmakers take years to perfect.”

—Stephen Friedman, (former) Chairman and Senior Partner, Goldman Sachs & Co., Chair, President’s Foreign Intelligence Advisory Board.

“. . . a first-rate piece of work. Readers facing tough deals, along with generations of Harvard MBAs and executives, will benefit greatly from this lucid book and its highly relevant case studies. I recommend it highly.”

—Peter G. Peterson, Senior Chairman and cofounder, The Blackstone Group, one of the world’s largest private equity firms.

“I have worked directly with the authors on some of the most challenging negotiations of my career. Their 3-D approach was important in helping to deliver hundreds of millions of pounds of value for shareholders.”

—Philip Yea, CEO, 3i Group plc, a FTSE 100 venture capital and private equity company that has invested more than £26 billion in more than 14,000 businesses.

“. . . the clear and innovative concept of 3-D Negotiation has contributed invaluably . . . to many agreements that are critical to Novartis.”

—Daniel Vasella, MD, Chairman and CEO, Novartis AG, Switzerland

“[The] 3-D approach is in use at many levels of the Estée Lauder Companies with excellent results. This down-to-earth book is packed with striking examples . . .”

—William Lauder, CEO, the Estée Lauder Companies

“At last, practical advice on how to overcome obstacles that prevent us from getting to yes.”

—Roger Fisher, coauthor of Getting to Yes

“3-D Negotiation is a brilliant and rigorous exposition of key bargaining strategy techniques from two masters of negotiation. . . . I have used their advice to great success in the complex health care environment

—Paul F. Levy, CEO, Beth Israel Deaconess Medical Center, Boston

“3-D Negotiation is simply the most sophisticated and practical guide to negotiation ever written. Its many fascinating case studies show you exactly how to apply its powerful method.”

—Mathias Doëpfner, CEO, Axel Springer, one of Europe’s top media companies

About the Author:

David A. Lax, former faculty member at Harvard Business School and investment banker, is principal of Lax Sebenius LLC, a negotiation strategy firm.

James K. Sebenius, a principal of Lax Sebenius is the Gordon Donaldson Professor of Business Administration at Harvard Business School, and serves on the Executive Committee of the Program on Negotiation at Harvard Law School.

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