Location: Home :: Books in General :: Management :: 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

Need a quick gift? Try Amazon gift certificates.

Don't Forget To Visit:

The New Social Worker Online

SocialWorkJobBank

Online Continuing Education for Social Workers

Amazon.com Widgets

Related Categories

•	Management

Business Finance

New Used Textbooks

Custom Stores

•	General AAS

Business Finance

New Used Textbooks

Custom Stores

•	General AAS

New Used Textbooks

Custom Stores

Specialty Stores

3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

enlarge

Authors: David A. Lax, James K. Sebenius
Publisher: Harvard Business School Press
Category: Book

List Price: ~~$32.00~~
Buy Used: $3.40
You Save: $28.60 (89%)

New (49) Used (23) from $3.40

Media: Hardcover
Edition: 1
Number Of Items: 1
Pages: 286
Shipping Weight (lbs): 1
Dimensions (in): 9.2 x 6.3 x 1.3

ISBN: 1591397995
Dewey Decimal Number: 658.4052
EAN: 9781591397991
ASIN: 1591397995

Publication Date: October 30, 2006
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Condition: Lots of shelf wear, may contain some notes or highlighting, corners/edges worn and bent, may not include companion materials like cdroms or access codes.

Similar Items:

•	Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
•	Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
•	Getting to Yes: Negotiating Agreement Without Giving In
•	Shaping the Game: The New Leader's Guide to Effective Negotiating
•	Influence: The Psychology of Persuasion (Collins Business Essentials)

Editorial Reviews:

Product Description
Stuck in a "win-win versus win-lose" debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the "first dimension" of Lax and Sebeniuss pathbreaking 3-D Negotiation approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"deal designsystematically unlock economic and non-economic value by creatively structuring agreements. PBut what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. PPacked with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

Customer Reviews: Read 8 more reviews...

5 out of 5 stars

Buy it, Read it, Do it! September 1, 2007
1 out of 1 found this review helpful

This is a text book of modern negotiation. A great place to start your studies for the classic ideas, or a great place to go for the expert looking for fresh ideas. This book is worth while because the method works! Basically, the authors use the most advanced problem solving approaches and apply them to the study and practice of negotiation. Nice work!

5 out of 5 stars

A strategic approach to negotiations March 26, 2007
3 out of 3 found this review helpful

Most books on negotiation combine the hardball win-lose tactics with the more effective win-win approach. 3-D Negotiation is different: it adds a new third dimension to negotiation, mainly the need for developing a dynamic strategy on how to set up and shape the optimum situation and overall conditions for negotiations (away from the table), and well before negotiations start. Of course, the authors believe that negotiators must employ all three dimensions as needed during most negotiations.br /br /This new third dimension includes, among other things, "acting to ensure the right parties have been involved, in the right sequence, to deal with the right issues that engage the right set of interests, at the right tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal."br /br /Here is real-world example of acting to ensure the right parties and the right sequence: A US firm was looking to establish a joint venture in Mexico and had identified three potential partners (one excellent, one good, and one that barely meets the set criteria). Should this firm start negotiations with the best prospect, and if those negotiations fail, then move to the next, and so on? Or wouldn't it be far better if this US firm makes it known in the industry (in Mexico) that they are looking for a joint venture partner, and induce these three prospects to come to the US firm? Negotiating simultaneously with the three potential partners was indeed better, especially that the US firm set up the negotiation conditions whereby the three Mexican prospects were rushing to compete for the joint venture!br /br /Although this book introduces a third dimension to negotiation, the other two dimensions are also well covered by the authors, with a large number of real-world examples. The second dimension covers designing value-creating deals, including the traditional concept of enlarging the pie, and how to make lasting deals. The first dimension focuses on the tactics at the negotiation table, including problem-solving tactics such as shaping perceptions, setting ambitious target prices, interpersonal skills, cultural empathy, and many other tactics familiar to those who have read traditional negotiation books.br /br /In short, 3-D Negotiation is a welcomed addition to the topic of negotiation, especially due to its strategic approach to negotiations. I particularly like the idea of backward mapping the negotiation process, starting with the desired target or outcome, then mapping all the parties, their interests, no-deal options. I was also intrigued by the authors' philosophy and the 3-D strategy of: "Let them have your way", as well as their concept of "Zone of Possible Agreement".br /br /Although this excellent book is written with important and complex deals in mind, the 3-D approach can be indeed applied to simpler deals and negotiations. In fact, the reader will find a large number of examples of negotiations ranging from the simple ones such as buying a car or a house, to the more complex ones such as negotiations between countries, or among large international organizations.br /

5 out of 5 stars

AN OUTSTANDING AND SUBSTANTIVE BOOK! February 12, 2007
2 out of 2 found this review helpful

Most books on negotiating fall into the win-win or win-loose categories, or some hybrid, but all of these focus primarily on the face-to-face tactics at the negotiating table. This book distinguishes itself by focusing not only on at-the-table tactics, but also on two other critical dimensions: 1. deal design, concerning value, substance, outcomes, and occurring "on the drawing board" and 2. setup, concerning architecture, and happens away from the table. br /br /The authors delve into each of these three dimensions (tactics, deal design, and setup) in great depth, providing a powerful analytical framework, cases, and numerous guidelines and creative insights. This is a an outstanding and substantive book!

5 out of 5 stars

An excellent overview January 20, 2007
2 out of 3 found this review helpful

For an experienced business negotiator, this paints a broader, "global" negotiating paradigm that is well worth read.

5 out of 5 stars

excellent, groundbreaking work January 5, 2007
3 out of 3 found this review helpful

Not as readable as "Getting to Yes" or "Getting Past No", but very well-written. Not too academic, but deep enough for the professional negotiator. Accessible for those first being exposed to the topic.

Copyright 2007 White Hat Communications.
Disclaimer: The products referenced on this site are manufactured and sold by parties other than The New Social Worker/White Hat Communications. We make no representations regarding either the products or any information vendors offer about their products.

Visit our poster store for unique social issues posters.

Amazon.com Widgets