3-D Negotiation
Powerful Tools to Change the Game in Your Most Important Deals
Harvard Business Review Press, 2006
Category:
Career & Self-Development
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(4)In this summary you will learn
- What 3-D negotiation is
- How 3-D negotiation can help you
- How to apply the principles of 3-D negotiation
Why you should read 3-D Negotiation
If you have read a few books on negotiation, you will find much in this book familiar. If you’re serious about the subject, however, reading it will amply reward your curiosity. Many of its negotiating techniques and approaches are familiar because the authors, David A. Lax and James K. Sebenius, reviewed and tested the existing literature on the subject. They put the best current suggestions into a larger conceptual frame that can help negotiators make better deals. This book is approachable for beginners and useful for experienced negotiators, so getAbstract recommends it to both types of readers, even if it isn’t perfect. In some parts of the book, the authors highlight negotiating issues that parties must face without giving practical guidance on how to handle them. On the whole, though, this is a useful, methodical and realistic treatment of negotiation.
About the Authors
David A. Lax and James K. Sebenius are principals of a negotiation strategy firm. Lax is a former Harvard Business School faculty member. Sebenius teaches at both Harvard Business School and Harvard Law School.
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