|
| 內容簡介： |
Stuck in a "win-win versus win-lose" debate, most negotiation
books focus on face-to-face tactics. Yet table tactics are only the
"first dimension" of Lax and Sebenius''s path breakingtiont
approach, developed from their decades of doing deals and analyzing
great dealmakers. deal makersheir "second dimension"--deal
design--systematically unlock economic and non-economic value by
creatively structuring agreements. But what sets the 3-D approach
apart is its "third dimension": setup. Before showing up at a
bargaining session, 3-D Negotiators ensure that the right parties
have been approached, in the right sequence, to address the right
interests, under the right expectations, and facing the right
consequences of walking away if there is no deal. This new arsenal
of moves away from the table often exerts the greatest impact on
the negotiated outcome. Packed with practical steps and cases, 3-D
Negotiation demonstrates how superior setup moves plus insightful
deal designs can enable you to reach remarkable agreements at the
table, unattainable by standard tactics.
|
| 關於作者： |
David A. Lax is a principal of Lax Sebenius LLC, a negotiation
strategy firm. James K. Sebenius is a principal of Lax Sebenius
LLC, a negotiation strategy firm. Sebenuis is also the Gordan
Donaldson Professor of Business Administration and Director of the
Negotiation Roundtable at Harvard Business School.
|
|
購物車/收銀台(0) | 在線留言板
| 付款方式
| 聯絡我們
| 運費計算
| 幫助中心 |
加入書簽
HOME
新書上架
