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Management article
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Reference no. N0602C
Authors: James K Sebenius
Published by: Harvard Business Publishing
Published in: "Negotiation Newsletter", 2006

Abstract

It''s a fact of negotiation: talks stall. And when they do, wise negotiators must devise the most promising approach to taking down the barriers. James Sebenius shows how you can apply the 3-D Negotiation model to assess the barriers that stand between you and your desired deal. By asking questions that correspond to the three dimensions - Are the barriers to agreement tactical and/or interpersonal? Do the barriers result from poorly designed deals? Do the barriers result from a flawed setup? - you''ll be prepared to examine each dimension in further detail. Then you can craft targeted strategies to overcome the barriers.

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Abstract

It''s a fact of negotiation: talks stall. And when they do, wise negotiators must devise the most promising approach to taking down the barriers. James Sebenius shows how you can apply the 3-D Negotiation model to assess the barriers that stand between you and your desired deal. By asking questions that correspond to the three dimensions - Are the barriers to agreement tactical and/or interpersonal? Do the barriers result from poorly designed deals? Do the barriers result from a flawed setup? - you''ll be prepared to examine each dimension in further detail. Then you can craft targeted strategies to overcome the barriers.

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