Master the Art of Business
A world-class business education in a single volume. Learn the universal principles behind every successful business, then use these ideas to make more money, get more done, and have more fun in your life and work.
From The Personal MBA's List of the 99 Best Business Books...
Review: '3D Negotiation' by David Lax & James Sebenius
Once you’re at the bargaining table, two thirds 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.
Buy '3D Negotiation' by David Lax & James Sebenius
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Master the Art of Business
A world-class business education in a single volume. Learn the universal principles behind every successful business, then use these ideas to make more money, get more done, and have more fun in your life and work.
About Josh Kaufman
Josh Kaufman is an acclaimed business, learning, and skill acquisition expert. He is the author of two international bestsellers: The Personal MBA and The First 20 Hours. Josh's research and writing have helped millions of people worldwide learn the fundamentals of modern business.
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