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Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007

Abstract

This chapter presents three examples of negotiators who overcame daunting barriers by changing the game to their advantage through their moves in multiple dimensions, highlighting aspects of the 3-D strategy that can enhance your own effectiveness as a negotiator. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.

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Abstract

This chapter presents three examples of negotiators who overcame daunting barriers by changing the game to their advantage through their moves in multiple dimensions, highlighting aspects of the 3-D strategy that can enhance your own effectiveness as a negotiator. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.

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