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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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"...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
—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
More About the Author
Top Customer Reviews
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...Read more ›
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.
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?Read more ›
They give appropriate credit to deft tactics at the bargaining table, but make a real contribution by illuminating the importance of setting up the optimal conditions for successful negotiation. If you're looking for cheerful cliches about win-win negotiation, you won't find them here. Nor will you find chest-thumping stories about winning through intimidation or brute force. Instead, you'll get insightful analysis of complex business and diplomatic cases, all of which have a mix of competitive and cooperative elements. Anyone who thinks that negotiation is only about who makes the first offer (or for that matter, who's adept at creating a trusting relationship) will get eaten for lunch by readers who master this book.
Most Recent Customer Reviews
For the seasoned negotiator or those just getting started, 3D Negotiation presents a wonderfully clear and well organized program to help expand your skills beyond Hardball and... Read morePublished 7 months ago by Gary E. Brown
One of the best Books on negotiation I have ever read.
Provides a path for practice and mastery.
If you negotiate for a living, this is a must read. Although the book is a few years old, it still has fresh insights into how to approach a negotiation in a new "3-D" way... Read morePublished 12 months ago by Amazon Customer
Solid book. The "3D" aspect of negotiations is what is new and unique that most books don't discussPublished 16 months ago by Miguel
Loved this book. It took me much longer than I expected to read as I constantly found myself stopping to apply the lessons I learned in the book to either current or pass issues... Read morePublished 18 months ago by Michael A
Game changing insights. Audio book is a bit hard work, but this is a must for anyone working on large, complex deals.Published 18 months ago by Mitch Webster
A book I do and will refer to often. Should be required material for MBA and Management courses world widePublished 21 months ago by Paul