Searching for: "James Sebenius"
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
Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors offer a comprehensive examination of one of the most successful dealmakers of all time, Henry Kissinger, and some of his most impressive achievements, including the Paris Peace Accords for which he won the 1973 Nobel Peace Prize. Political leaders, diplomats, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and political scientist whose unprecedented achievements as a negotiator have been universally acknowledged. Now, Kissinger the Negotiator...read more