| Description |
vi, 286 p. : ill. ; 25 cm. |
| Bibliography |
Includes bibliographical references (p. [255]-267) and index. |
| Contents |
Overview: 3-D negotiation in a nutshell -- Negotiate in three dimensions -- Do a 3-D audit of barriers to agreement -- Craft a 3-D strategy to overcome the barriers -- Set up the right negotiation, "away from the table" -- Get all the parties right -- Get all the interests right -- Get the no-deal options right -- Get the sequence and basic process choices right -- Design value-creating deals, "on the drawing board" -- Move "northeast" -- Dovetail differences -- Make lasting deals -- Negotiate the spirit of the deal -- Stress problem-solving tactics, "at the table" -- Shape perceptions to claim value -- Solve joint problems to create and claim value -- 3-D strategies in practice: "let them have your way" -- Map backward to craft a 3-D strategy -- Think strategically, act opportunistically. |
| Subject |
Negotiation in business.
|
| Added Author |
Sebenius, James K., 1953-
|
| Added Title |
Three-D negotiation |
| ISBN |
1591397995 (alk. paper) |
| Standard No. |
9781591397991 |
|
