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3-D negotiation : powerful tools to change the game in your most important deals / David A. Lax and James K. Sebenius.

By: Contributor(s): Material type: TextTextLanguage: English Publication details: Boston, Massachusetts : Harvard Business School Press , 2006Description: 286 pISBN:
  • 9781591397991
Subject(s): DDC classification:
  • 658.4/052 LAX 2006 23
Contents:
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.
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Holdings
Item type Current library Call number Status Date due Barcode
Sách, chuyên khảo, tuyển tập Phòng DVTT HT2 P.DVTT Hòa Lạc 2 - Kho tham khảo 658.4/052 LAX 2006 (Browse shelf(Opens below)) Available 63241000339
Sách, chuyên khảo, tuyển tập Phòng DVTT HT2 P.DVTT Hòa Lạc 2 - Kho tham khảo 658.4/052 LAX 2006 (Browse shelf(Opens below)) Available 63241000174
Sách, chuyên khảo, tuyển tập Trung tâm Thư viện và Tri thức số Kho tham khao 658.4/052 LAX 2006 (Browse shelf(Opens below)) Available 63141000073

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.

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