3-D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals

  • 10h 7m 28s
  • David A. Lax, James K. Sebenius
  • Gildan Media
  • 2007

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.

In this Audiobook

  • Chapter One: Negotiate in Three Dimensions
  • Chapter Two: Do a 3-D Audit of Barriers to Agreement
  • Chapter Three: Craft a 3-D Strategy to Overcome the Barriers
  • Chapter Four: Get All the Parties Right
  • Chapter Five: Get All the Interests Right
  • Chapter Six: Get the No-Deal Options Right
  • Chapter Seven: Get the Sequence and Basic Process Choices Right
  • Chapter Eight: Move “Northeast”
  • Chapter Nine: Dovetail Differences
  • Chapter Ten: Make Lasting Deals
  • Chapter Eleven: Negotiate the Spirit of the Deal
  • Chapter Twelve: Shape Perceptions to Claim Value
  • Chapter Thirteen: Solve Joint Problems to Create and Claim Value
  • Chapter Fourteen: Map Backward to Craft a 3-D Strategy
  • Chapter Fifteen: Think Strategically, Act Opportunistically