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Most current practice, thought, and discussion on negotiation - even the tremendously successful Getting to Yes - use an exclusively 'at-the-table' perspective, focused on tactics, persuasion, psychology, empathy, and other elements of the interactive process of negotiation. Of course, these '1-D' elements are important, even crucial in many instances, but they are not sufficient as a long-term, consistent approach in high-stakes negotiations. The authors add depth and complexity to our understanding and practical approach to negotiations by articulating a '3-D' perspective, focused not only on the surface process, but also on the hidden, potential value to be unlocked with skillful 'deal-design', as well as the architecture of the game itself.
Buy 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax, James K. Sebenius, Murphy Hooker, Roger Penrose, Subra Ananthram, Larry C. Spears & Ana Planella from our Christian Books store - isbn: 9781591397991 & 1591397995
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