David A. Lax, James K. Sebenius
2006 |
Business & Economics

Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.

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3-D Negotiation

Powerful Tools to Change the Game in Your Most Important Deals