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 breakingtion(t) 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.
3-d Negotiation
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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.
"...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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Most Helpful Customer Reviews
17 of 17 people found the following review helpful
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..., at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal."
This book focuses heavily on the deal design and setup dimensions. Throughout, the authors reinforce the concept that roadblocks in any one dimension may often be solved in another dimension. The focus is on crafting deals that create long-lasting value for all sides.
3-D Negotiation goes well beyond simply waiting for the other side to talk first once you are all sitting together at a table. Negotiation takes work. It takes planning. It takes analysis and research. And most of all you have to listen. If you are serious about learning the craft of deal design that creates lasting value, Lax and Sebenius are here to help.
The authors have created a comprehensive methodology to deal making. To start, they recommend you complete a 3-D barriers audit "to determine what stands between you and the deal you want." An audit consists of the following exercises:
* Assess the barriers to the setup
* Create a detailed "map" of everyone involved, their roles, their full interests and their best no-deal options
* Plan the sequence of events and process choices
* Analyze and understand all the barriers to deal design
* Analyze and understand any "tactical and interpersonal barriers"
They offer the following recommendation: "to help organize the elements of your strategy, map backward from your target deal to the deal/no-deal balance that will most likely induce [the other parties] to make this choice, and then make your way back to the current situation. This enables you to determine the actions you must now take to face them with the right deal/no-deal balance."
As a helpful exercise, they recommend writing the victory speech for your counterparts. The speech should include the reasons "why the agreement they made with you is smart, fair, reasonable, and better than the alternative."
Once you have the end clearly in focus you can then work backward to "craft a 3-D strategy". A 3-D strategy is "aligned combination of moves away from the table, at the drawing board, and at the table in which you":
* Set up the right negotiation
* Design value-creating deals
* Stress problem-solving tactics
In closing, I've had the opportunity to use some of the ideas offered in this book during recent negotiations with a potential vendor. We created a 3-D strategy after we looked at all the players and their no-deal options. We understood as many of the barriers as possible. We quickly identified the ZOPA (zone of possible agreement) and have been living in that zone trying to iron out all the details.) I've found myself picking this book up from time to time and leafing through it. Every time I do, I pull something useful out of it. Their methodology works. We are successfully building a solid partnership that creates and ensures value for both parties for years to come.
________________________________________
[...]
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..., at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal."
This book focuses heavily on the deal design and setup dimensions. Throughout, the authors reinforce the concept that roadblocks in any one dimension may often be solved in another dimension. The focus is on crafting deals that create long-lasting value for all sides.
3-D Negotiation goes well beyond simply waiting for the other side to talk first once you are all sitting together at a table. Negotiation takes work. It takes planning. It takes analysis and research. And most of all you have to listen. If you are serious about learning the craft of deal design that creates lasting value, Lax and Sebenius are here to help.
The authors have created a comprehensive methodology to deal making. To start, they recommend you complete a 3-D barriers audit "to determine what stands between you and the deal you want." An audit consists of the following exercises:
* Assess the barriers to the setup
* Create a detailed "map" of everyone involved, their roles, their full interests and their best no-deal options
* Plan the sequence of events and process choices
* Analyze and understand all the barriers to deal design
* Analyze and understand any "tactical and interpersonal barriers"
They offer the following recommendation: "to help organize the elements of your strategy, map backward from your target deal to the deal/no-deal balance that will most likely induce [the other parties] to make this choice, and then make your way back to the current situation. This enables you to determine the actions you must now take to face them with the right deal/no-deal balance."
As a helpful exercise, they recommend writing the victory speech for your counterparts. The speech should include the reasons "why the agreement they made with you is smart, fair, reasonable, and better than the alternative."
Once you have the end clearly in focus you can then work backward to "craft a 3-D strategy". A 3-D strategy is "aligned combination of moves away from the table, at the drawing board, and at the table in which you":
* Set up the right negotiation
* Design value-creating deals
* Stress problem-solving tactics
In closing, I've had the opportunity to use some of the ideas offered in this book during recent negotiations with a potential vendor. We created a 3-D strategy after we looked at all the players and their no-deal options. We understood as many of the barriers as possible. We quickly identified the ZOPA (zone of possible agreement) and have been living in that zone trying to iron out all the details.) I've found myself picking this book up from time to time and leafing through it. Every time I do, I pull something useful out of it. Their methodology works. We are successfully building a solid partnership that creates and ensures value for both parties for years to come.
________________________________________
[...]
15 of 16 people found the following review helpful
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.
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.
11 of 11 people found the following review helpful
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? These guidelines, if followed, can make your time at the table much more productive, and allow both sides to come away with what they need and/or want in the deal.
The authors don't completely ignore the strategy of what plays out when the parties are face-to-face. Such things as understanding the Zone Of Possible Agreement (ZOPA) and being aware of the reciprocity factor will keep you from giving up too much too soon. But keeping the deal from quickly becoming a value-claiming effort can lead to possibilities that aren't necessarily envisioned up front. There are plenty of examples from real companies and real deals so that you can see how it works in real life...
An excellent read that will allow you to look at your next deal as more than a win-lose proposition...
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? These guidelines, if followed, can make your time at the table much more productive, and allow both sides to come away with what they need and/or want in the deal.
The authors don't completely ignore the strategy of what plays out when the parties are face-to-face. Such things as understanding the Zone Of Possible Agreement (ZOPA) and being aware of the reciprocity factor will keep you from giving up too much too soon. But keeping the deal from quickly becoming a value-claiming effort can lead to possibilities that aren't necessarily envisioned up front. There are plenty of examples from real companies and real deals so that you can see how it works in real life...
An excellent read that will allow you to look at your next deal as more than a win-lose proposition...
Most Recent Customer Reviews
Very useful intro to negotiations.
Think value creation first, second and then worry about claiming the value. Think of treating people across the table as partners and problem as the enemy instead of reverse. Read more
Published on February 8, 2010 by BizTech Readings
Smart ways to reframe negotiation
If you have read a few books on negotiation, you will find much in this book familiar. If you're serious about the subject, however, reading it will amply reward your curiosity. Read more
Published on May 27, 2009 by Rolf Dobelli
Buy it, Read it, Do it!
This is a text book of modern negotiation. A great place to start your studies for the classic ideas, or a great place to go for the expert looking for fresh ideas. Read more
Published on September 1, 2007 by Terry G. Adams
A strategic approach to negotiations
Most books on negotiation combine the hardball win-lose tactics with the more effective win-win approach. Read more
Published on March 25, 2007 by F. Muna
AN OUTSTANDING AND SUBSTANTIVE BOOK!
Most books on negotiating fall into the win-win or win-loose categories, or some hybrid, but all of these focus primarily on the face-to-face tactics at the negotiating table. Read more
Published on February 12, 2007 by Yvette Borcia and Gerry Stern
An excellent overview
For an experienced business negotiator, this paints a broader, "global" negotiating paradigm that is well worth read.
Published on January 19, 2007 by K. Butler
excellent, groundbreaking work
Not as readable as "Getting to Yes" or "Getting Past No", but very well-written. Not too academic, but deep enough for the professional negotiator. Read more
Published on January 5, 2007 by Jeremy B. Pettit
Great business book!
I thought that this book was going to be about negotiations.
It's a lot more than that. After years of doing negotiations, I was skeptical that a new concept could... Read more
It's a lot more than that. After years of doing negotiations, I was skeptical that a new concept could... Read more
Published on December 8, 2006 by H. Kim
A valuable book for serious negotiators
Einstein said something to the effect of "make things as simple as possible, but no simpler." The authors of 3D-Negotiation have done just that. Read more
Published on November 4, 2006 by Frank L. Park, Jr.
Lawyers' Alert -- Buy This Book to Settle the Cases You Just Can't...
During a recent conversation with former Disney General counsel Lou Meisinger about negotiating the resolution of commercial litigation, he suggested breaking impasse during the... Read more
Published on October 13, 2006 by Victoria Pynchon
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
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Key Phrases - Statistically Improbable Phrases (SIPs):
(learn more)
basic process choices, barriers audit, positive social contract, dovetailing differences, ongoing social contract, business development head, promising setup, social contract answers, underlying social contract, deal design, party map, mapping backward, map backward, insecure contracts, partisan perceptions, setup moves, exit provisions, target deal, deal options, claiming value, moving northeast, extreme offer, deal balance, economic contract, total pie Key Phrases - Capitalized Phrases (CAPs): (learn more)
Battle Line, United States, New York, City Year, Steve Case, Stone Container, West Coast, Joseph Miniace, Bill Ury, Costa Rica, Federal Street Bank, George Perkins, Goldman Sachs, Jerry Kaplan, Negotiator's Dilemma, Northeast Point, Roger Fisher New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
basic process choices, barriers audit, positive social contract, dovetailing differences, ongoing social contract, business development head, promising setup, social contract answers, underlying social contract, deal design, party map, mapping backward, map backward, insecure contracts, partisan perceptions, setup moves, exit provisions, target deal, deal options, claiming value, moving northeast, extreme offer, deal balance, economic contract, total pie Key Phrases - Capitalized Phrases (CAPs): (learn more)
Battle Line, United States, New York, City Year, Steve Case, Stone Container, West Coast, Joseph Miniace, Bill Ury, Costa Rica, Federal Street Bank, George Perkins, Goldman Sachs, Jerry Kaplan, Negotiator's Dilemma, Northeast Point, Roger Fisher New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Citations (learn more)
This book cites 57
books:
See all 57 books this book cites
- Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher on 8 pages
- Getting to Yes by Roger Fisher on 7 pages
- Getting Past No: Negotiating with Difficult People by Roger Fisher on 5 pages
- Manager as Negotiator by David A. Lax on 5 pages
- Negotiating the Law of the Sea (Harvard Economic Studies) by James K. Sebenius on 4 pages
See all 57 books this book cites
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