3-D Negotiation : powerful tools to change the game in your most important deals / David Lax

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3-D Negotiation : powerful tools to change the game in your most important deals / David Lax

Book

SEBENIUS, James | LAX, David A.

Published by Harvard Business School Press - 2006

Library: Paris Montparnasse

Source : Syracuse

Item type: Book
Language: English

Publication year: 2006

ISBN: 1-59139-799-5

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 Sebenius's pathbreaking 3-D Negotiation approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their second dimension deal design systematically unlock economic and non-economic value by creatively structuring agreements.

3-D Negotiation : powerful tools to change the game in your most important deals / David Lax

Source : Syracuse

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