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3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals Hardcover – October 1, 2006


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Product Details

  • Hardcover: 304 pages
  • Publisher: Harvard Business Review Press; 1 edition (October 1, 2006)
  • Language: English
  • ISBN-10: 1591397995
  • ISBN-13: 978-1591397991
  • Product Dimensions: 9.3 x 6.5 x 1.1 inches
  • Shipping Weight: 15.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (28 customer reviews)
  • Amazon Best Sellers Rank: #43,063 in Books (See Top 100 in Books)

Editorial Reviews

Review

"...a first-rate piece of work. I recommend it highly." -- Peter G. Peterson, Senior Chairman and cofounder, The Blackstone Group

"...the clear and innovative concept has contributed invaluably...to many agreements that are critical to Novartis." -- Daniel Vasella, MD, Chairman and CEO, Novartis AG, Switzerland

"3-D Negotiation is a brilliant and rigorous exposition of key bargaining strategy techniques from two masters of negotiation." -- Paul F. Levy, President and CEO, Beth Israel Deaconess Medical Center

"At last, practical advice on how to overcome obstacles that prevent us from getting to yes." -- Roger Fisher, coauthor of Getting to Yes

"Lax and Sebenius capture what I've seen great deal makers take years to perfect." -- Stephen Friedman, former Chairman and Senior Partner, Goldman Sachs & Co.

From the Back Cover

“Lax and Sebenius capture what I've seen great dealmakers take years to perfect.”

—Stephen Friedman, (former) Chairman and Senior Partner, Goldman Sachs & Co., Chair, President’s Foreign Intelligence Advisory Board.

“. . . a first-rate piece of work. Readers facing tough deals, along with generations of Harvard MBAs and executives, will benefit greatly from this lucid book and its highly relevant case studies. I recommend it highly.”

—Peter G. Peterson, Senior Chairman and cofounder, The Blackstone Group, one of the world’s largest private equity firms.

“I have worked directly with the authors on some of the most challenging negotiations of my career. Their 3-D approach was important in helping to deliver hundreds of millions of pounds of value for shareholders.”

—Philip Yea, CEO, 3i Group plc, a FTSE 100 venture capital and private equity company that has invested more than £26 billion in more than 14,000 businesses.

“. . . the clear and innovative concept of 3-D Negotiation has contributed invaluably . . . to many agreements that are critical to Novartis.”

—Daniel Vasella, MD, Chairman and CEO, Novartis AG, Switzerland

“[The] 3-D approach is in use at many levels of the Estée Lauder Companies with excellent results. This down-to-earth book is packed with striking examples . . .”

—William Lauder, CEO, the Estée Lauder Companies

“At last, practical advice on how to overcome obstacles that prevent us from getting to yes.”

—Roger Fisher, coauthor of Getting to Yes

“3-D Negotiation is a brilliant and rigorous exposition of key bargaining strategy techniques from two masters of negotiation. . . . I have used their advice to great success in the complex health care environment

—Paul F. Levy, CEO, Beth Israel Deaconess Medical Center, Boston

“3-D Negotiation is simply the most sophisticated and practical guide to negotiation ever written. Its many fascinating case studies show you exactly how to apply its powerful method.”

—Mathias Doëpfner, CEO, Axel Springer, one of Europe’s top media companies


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Customer Reviews

4.8 out of 5 stars
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The book teaches business strategy and negotiations.
H. Kim
Most books on negotiation combine the hardball win-lose tactics with the more effective win-win approach.
F. Muna
This book does definitely provide some good advice on negotiation principles.
Gerard Kroese

Most Helpful Customer Reviews

20 of 21 people found the following review helpful By Amazon Customer on December 31, 2006
Format: Hardcover
3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax and James K. Sebenius is not the book for Gordon Gekko types, practiced in the simple tactics of win-lose haggling. This book is the The Art of War for deal making. Like Sun Tzu for strategy, 3-D Negotiation is the primer on creating deals with lasting value. Anyone that has ever bought, sold, or traded anything will gain something with even the most cursory read of this work.

3-D Negotiation is a book that will become dog-eared, highlighted, notated, and underlined. This is a reference that you will return to again and again. It is very clearly written in a way that is accessible to everyone. Each point is illustrated with a relevant and detailed real-world (and often personal) example from the authors.

The authors are both graduates of Harvard Business School, co-founders of Harvard's Negotiation Roundtable and developed the executive program on strategic negotiation at the Business School. They have decade's worth of deal-making experience and analysis between them.

Lax and Sebenius take a contrarian approach to much of the current thinking and teaching on negotiation. They seek to move us away from the familiar win-win and win-lose tactical approaches and help us understand negotiation along the following dimensions:

* 1-D: At the Table - tactics

* 2-D: Design Value Creating Deals - getting "below the surface to uncover the sources of economic and non-economic value.

* 3-D: Away from the table - the setup - setting the table - "ensuring that the right parties have been approached, in the right sequence, to deal with the right issues that engage the right set of interests, at the right table...
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17 of 18 people found the following review helpful By Adam Neiman on October 17, 2006
Format: Hardcover
As a very fast-moving entrepreneur, I have to negotiate constantly. I'm

always on the lookout for good ideas to improve the deals I make. Frankly,

I don't need yet another book proclaiming that "win-win" is the answer or,

alternatively, that everything "starts with no." Obviously "no" has its

role and you're looking for an agreement that works for everyone and that

makes others want to keep on dealing with you. But I'm getting a little

tired of negotiation books with these obvious messages. So, when I picked

up 3-D Negotiation, I realized that it represents something different. Not

just war stories and platitudes, but a very practical approach, clearly

expressed and based on a lot of experience. The authors stress the

importance of the right "setup" moves away from the table before you even

begin the process at the table. They offer lots of examples to clarify

what they mean. This book is a standout.
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12 of 12 people found the following review helpful By Thomas Duff HALL OF FAMETOP 500 REVIEWERVINE VOICE on October 17, 2006
Format: Hardcover
Most books on negotiation that I've read focus on the tactics you use when you're face-to-face with the opponent. But what if you take a step back and shape the negotiation before you even show up? That's the general direction of 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax and James K. Sebenius. I can see where this would give you a step up in numerous situations...

Contents:

Part 1 - Overview: Negotiate in Three Dimensions; Do a 3-D Audit of Barriers to Agreement; Craft a 3-D Strategy to Overcome the Barriers

Part 2 - Set Up the Right Negotiation: Get All the Parties Right; Get All the Interests Right; Get the No-Deal Options Right; Get the Sequence and Basic Process Choices Right

Part 3 - Design Value-Creating Deals: Move "Northeast"; Dovetail Differences; Make Lasting Deals; Negotiate the Spirit of the Deal

Part 4 - Stress Problem-Solving Tactics: Shape Perceptions to Claim Value; Solve Joint Problems to Create and Claim Value

Part 5 - 3-D Strategies in Practice: Map Backward to Craft a 3-D Strategy; Think Strategically, Act Opportunistically

Notes; Authors' Note; Index; About the Authors

Lax and Sebenius have extensive experience in working with corporations negotiating multi-million dollar deals, and from that base they have evolved the idea of 3-D negotiation. Basically, you need to look at your deal-making in a multidimensional way instead of just trying to hammer the side across the table. In some cases, this may mean that the party you're trying to do the deal with isn't even the right customer you should be approaching. Or perhaps the no-deal option of the other side is still better than what you have to offer. What then?
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8 of 8 people found the following review helpful By Victoria Pynchon on October 13, 2006
Format: Hardcover
During a recent conversation with former Disney General counsel Lou Meisinger about negotiating the resolution of commercial litigation, he suggested breaking impasse during the mediation of high-stakes litigation by "transforming the litigation into an opportunity to make a deal."

This is the precise advice (in great depth and thorough scope) given by Lax and Sebenius in their terrific new negotiation text, 3-D Negotiation, Powerful tools to Change the Game in Your Most Important Deals.

The three dimensions they refer to are tactics, deal design and set-up, tactics being strategies exercised at the bargaining table; deal design involving the invention and structuring of agreements that create greater value for all parties; and, set-up, the architecture of the deal, including selection of parties, sequencing of negotiations among them, addressing the right issues at the best time and considering all no-deal options.

The earliest example that make me read hungrily on, concerns Staples' post-start up quest for venture capital. I'll briefly tell the tale stripped of texture and nuance (the more interesting, in-depth account can be obtained by buying the book).

Staples, the original big-box office supply store, attracted a formidable competitor early on -- Office Depot. To survive in the newly competitive market, Staples needed expansion capital and it needed it fast. All of the venture capital firms and the investment bankers were valuing Staples at pretty much the same price point, a point unacceptable to Staples' founder. At a loss for new ideas, he called Harvard Business School Professor Bill Sahlman, an expert on venture firms and start-up financing.
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