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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 /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	3-D negotiation :/ by David A. Lax and James K. Sebenius.
Reminder of title:	powerful tools to change the game in your most important deals /
remainder title:	Three-D negotiation.
Author:	Lax, David A.
other author:	Sebenius, James K.,
Published:	Boston, Mass. :Harvard Business School Press, : c2006.,
Description:	vi, 286 p. :ill. ;25 cm.
[NT 15003449]:	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.
Subject:	Negotiation in business. -
Online resource:	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 /
LDR:01513pam a2200193 a 45 001 712106
005 20070413
008 070312s2006 mau 000 0 eng
010 $a 2006007901
020 $a 1591397995 (hbk.) : $c US29.95
035 $a IB95T0029
040 $a DLC $c DLC $d DLC
050 0 0 $a HD58.6 $b .L388 2006
082 0 0 $a 658.4/052 $2 22
100 $a Lax, David A. $3 670737
245 1 0 $a 3-D negotiation : $b powerful tools to change the game in your most important deals / $c by David A. Lax and James K. Sebenius.
246 3 0 $a Three-D negotiation.
260 $a Boston, Mass. : $c c2006. $b Harvard Business School Press,
300 $a vi, 286 p. : $b ill. ; $c 25 cm.
505 0 $a 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.
650 $a Negotiation in business. $3 539179
700 $a Sebenius, James K., $d 1953-. $3 779166
856 4 1 $3 Table of contents only $u http://www.loc.gov/catdir/toc/ecip0610/2006007901.html $z http://www.loc.gov/catdir/toc/ecip0610/2006007901.html