3D Negotiation - David A. Lax & James K. Sebenius
By Josh Kaufman
Once you’re at the bargaining table, 2/3 of the negotiation is already over, which means that tactics can only take you so far. In 3D Negotiation, Lax and Sebenius teach you how to address the first two dimensions of negotiation (deal design and deal setup) before you’re face-to-face with your negotiating partners.
Designing the proposed deal is the second dimension of negotiating, and it can determine success or failure. Information is king here, and accurate, detailed knowledge of your negotiation partner’s position can help you create a deal that serves both of your interests while ensuring your most important needs are met.
The third and most commonly overlooked dimension of negotiation is the deal setup: “ensuring that the right parties have been approached, in the right sequence, to deal with the right issues that engage the right set of interests, at the right table, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal.”
Negotiating a complex deal successfully takes planning, analysis, perseverance, critical thinking, and hard work, but by reading 3D Negotiation and thinking through the entire deal from start-to-finish instead of obsessing about bargaining tactics, you’ll have the upper hand.
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