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3-D negotiation : = powerful tools t...

Sebenius, James K., (1953-.)

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3-D negotiation : = powerful tools to change the game in your most important deals /

紀錄類型:	書目-語言資料,印刷品 : Monograph/item
正題名/作者:	3-D negotiation :/ by David A. Lax and James K. Sebenius.
其他題名:	powerful tools to change the game in your most important deals /
其他題名:	Three-D negotiation.
作者:	Lax, David A.
其他作者:	Sebenius, James K.,
出版者:	Boston, Mass. :Harvard Business School Press, : c2006.,
面頁冊數:	vi, 286 p. :ill. ;25 cm.
內容註:	Overview: 3-D negotiation in a nutshell -- Negotiate in 3-D -- Do a 3-D audit of barriers to agreement -- Craft a 3-D strategy to overcome the barriers -- Set up the right negotiation, "away from the table" -- Get all the parties right -- Get all the interests right -- Get the no-deal options right -- Get the sequence and basic process choices right -- Design value-creating deals, "on the drawing board" -- Move "northeast" -- Dovetail differences -- Make lasting deals -- Negotiate the spirit of the deal -- Stress problem-solving tactics, "at the table" -- Shape perceptions to claim value -- Solve joint problems to create and claim value -- 3-D strategies in practice: "let them have your way" -- Map backward to craft a 3-D strategy -- Think strategically, act opportunistically.
標題:	Negotiation in business. -
電子資源:	http://www.loc.gov/catdir/toc/ecip0610/2006007901.htmlhttp://www.loc.gov/catdir/toc/ecip0610/2006007901.html
ISBN:	1591397995 (hbk.) :

3-D negotiation : = powerful tools to change the game in your most important deals /
Lax, David A.

3-D negotiation :powerful tools to change the game in your most important deals /Three-D negotiation.by David A. Lax and James K. Sebenius. - Boston, Mass. :Harvard Business School Press,c2006. - vi, 286 p. :ill. ;25 cm.

Overview: 3-D negotiation in a nutshell -- Negotiate in 3-D -- Do a 3-D audit of barriers to agreement -- Craft a 3-D strategy to overcome the barriers -- Set up the right negotiation, "away from the table" -- Get all the parties right -- Get all the interests right -- Get the no-deal options right -- Get the sequence and basic process choices right -- Design value-creating deals, "on the drawing board" -- Move "northeast" -- Dovetail differences -- Make lasting deals -- Negotiate the spirit of the deal -- Stress problem-solving tactics, "at the table" -- Shape perceptions to claim value -- Solve joint problems to create and claim value -- 3-D strategies in practice: "let them have your way" -- Map backward to craft a 3-D strategy -- Think strategically, act opportunistically.

ISBN: 1591397995 (hbk.) :US29.95

LCCN: 2006007901Subjects--Topical Terms:

539179
Negotiation in business.

LC Class. No.: HD58.6 / .L388 2006

Dewey Class. No.: 658.4/052

3-D negotiation : = powerful tools to change the game in your most important deals /
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