Summary: “3D Negotiation” by David A Lax and James K Sebenius |
|
Summary of "3-D Negotiation"
Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax and James K. Sebenius • Most people focus only on the tactics of negotiation, but that is a one- dimensional strategy. • Be three-dimensional: Focus on tactics, deal design and setup. • When you set up a deal, make sure you know each party’s interests. • Review the context and all useful parties. • Setting up a deal involves determining which sequences and processes will work best. • Good deal design dovetails the parties’ different interests. • Deals designed to accommodate change will endure as situations evolve. • Design your deals to account for everyone’s expectations about how you’ll interact. • At the negotiating table, use your tactics to shape the mutual perception of the “zone of possible agreement,” or ZOPA. • When you can, work creatively and cooperatively to create value. Disclaimer - Video is for educational purpose only. Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing. Non-profit, educational or personal use tips the balance in favour of fair use. |