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3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
by David A. Lax, James K. Sebenius
from Harvard Business School Press
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Customer Reviews:
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Avg. Customer Rating: 5.0 / 5.0 
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Buy it, Read it, Do it!
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!
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A strategic approach to negotiations
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.
This new... more info
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AN OUTSTANDING AND SUBSTANTIVE BOOK!
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.
The authors delve into each of these three... more info
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An excellent overview
For an experienced business negotiator, this paints a broader, "global" negotiating paradigm that is well worth read.
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