Summary

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 negotiators "set the table" by arranging the most promising possible situation - laying the groundwork for adroit tactical interplay later. Acting away from the table, the bargainers ensure that the right parties have been approached in the right sequence, to deal with the right issues, engaging the right set of interests, at the right table, at the right time, under the right expectations, and facing the right no-deal options. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome.
Packed with practical steps and engaging examples, 3-D Negotiation enables you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skilful.
©2006 David A. Lax and James K. Sebenius (P)2007 Gildan Media Corp
Show More Show Less

Regular price: £19.69

Membership details Membership details
  • A 30-day trial plus your first audiobook, free
  • 1 credit/month after trial – choose any book, any price
  • Easy exchanges – swap any book you don’t love
  • Keep your audiobooks, even if you cancel
  • Free, unlimited access to Audio Shows
  • After your trial, Audible is just £7.99/month
Select or Add a new payment method

Buy Now with 1 Credit

By completing your purchase, you agree to Audible's Conditions of Use and authorise Audible to charge your designated card or any other card on file. Please see our Privacy Notice, Cookies Notice and Interest-based Ads Notice.

Buy Now for £19.69

Pay using card ending in
By completing your purchase, you agree to Audible's Conditions of Use and authorise Audible to charge your designated card or any other card on file. Please see our Privacy Notice, Cookies Notice and Interest-based Ads Notice.

By completing your purchase, you agree to Audible's Conditions of Use and authorise Audible to charge your designated card or any other card on file. Please see our Privacy Notice, Cookies Notice and Interest-based Ads Notice.

Customer Reviews

Most Helpful
1 out of 5 stars
By Chris on 27-01-18

Terrible Narration

I've got the actual book and its amazing, however I can't listen to the narrator on this Audiobook.

Don't waste your money/token

Read more Hide me
2 out of 5 stars
By Starling on 06-02-17

Flat, monotone reading made this hard to listen to

I can't speak for the content as I found it difficult to get passed the narrators style. Just didn't work for me

Read more Hide me
See all reviews

Customer Reviews

Most Helpful
4 out of 5 stars
By Kurt on 19-12-12

Narrator turns this awesome book into a total dud

When listening to an audiobook, I need to feel the narrators passion in order to get much out of the book. If they gave try-outs for the narrator, they picked the guy in dead last. That being said, I do feel that the content of the book, if it were to be read by someone else, would make for a great book. So buy a hard copy and have your spouse read it to you. (unless your married to the current narrator)

Read more Hide me

5 of 5 people found this review helpful

1 out of 5 stars
By G on 02-08-10

Could be a much better audiobook

I think the concepts are pretty good in this book, but I believe the author takes himself way too seriously and has allowed raw academic language to get in the way. On top of that, the narration is good, but more suited for a fiction book. From listening to the long winded phrasing in abstract terms, and the dramatic voice, it's very easy to get distracted by the delivery and not focus on what the author is trying to say. The listeners with a highly academic background might be ok with this book, but I'd say that it needs a rewrite in a much more comprehensible format for the general public.

Read more Hide me

5 of 5 people found this review helpful

See all reviews