Searching for: "David Lax"
Stuck in a 'win-win versus win-lose' mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the 'first dimension' of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers. Through moves in the 'second dimension', deal design, 3-D negotiators know how to unlock economic and noneconomic value by systematically envisioning and creatively structuring agreements. But what really sets the 3-D approach apart, is its 'third dimension', is setup. Before showing up at a bargaining session, 3-D...read more