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Book chapter
-
Reference no. 8005BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 24 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Abstract

This chapter shows you how to align set-up, deal-design, and tactical moves to create a 3-D negotiation strategy that will help you realize the potential for agreement. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.
Book chapter
-
Reference no. 7983BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7985BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7986BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 20 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7987BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7988BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7994BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 22 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7995BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7996BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7997BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 17 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7998BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 21 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 8004BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 27 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 8006BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 12 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 8007BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 21 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 8008BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 18 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details

About

Abstract

This chapter shows you how to align set-up, deal-design, and tactical moves to create a 3-D negotiation strategy that will help you realize the potential for agreement. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.

Related

Book chapter
-
Reference no. 7983BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7985BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7986BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 20 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7987BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7988BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7994BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 22 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7995BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7996BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7997BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 17 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 7998BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 21 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 8004BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 27 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 8006BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 12 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 8007BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 21 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Book chapter
-
Reference no. 8008BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 18 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details