Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 16 pages
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Abstract
Most negotiators focus on a single dimension of the bargaining process: tactics. This chapter, in contrast, introduces a three-dimensional approach designed to teach you how to negotiate in ways that recognize, and take advantage of, the rich complexities of human interaction. The three dimensions of this approach - tactics, deal design, and setup - are described. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 20 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 19 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 16 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 19 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 16 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 17 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 18 pages
About
Abstract
Most negotiators focus on a single dimension of the bargaining process: tactics. This chapter, in contrast, introduces a three-dimensional approach designed to teach you how to negotiate in ways that recognize, and take advantage of, the rich complexities of human interaction. The three dimensions of this approach - tactics, deal design, and setup - are described. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.
Related
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 20 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 19 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 16 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 19 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 16 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 17 pages
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by:
Harvard Business Publishing
Length: 18 pages