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Harvard Business Review Press

3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

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When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic 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 has 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. Read more

Publisher ‏ : ‎ Harvard Business Review Press; 1st edition (October 1, 2006)


Language ‏ : ‎ English


Hardcover ‏ : ‎ 304 pages


ISBN-10 ‏ : ‎ 1591397995


ISBN-13 ‏ : ‎ 91


Item Weight ‏ : ‎ 1.38 pounds


Dimensions ‏ : ‎ 6.48 x 1.1 x 9.32 inches


Best Sellers Rank: #102,132 in Books (See Top 100 in Books) #85 in Business Negotiating (Books) #1,064 in Business Management (Books) #1,547 in Leadership & Motivation


#85 in Business Negotiating (Books):


#1,064 in Business Management (Books):


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Top Amazon Reviews

    • A strategic approach to negotiations
Most books on negotiation combine the hardball win-lose tactics with the more effective win-win approach. 3-D Negotiation is different: it adds a new third dimension to negotiation, mainly the need for developing a dynamic strategy on how to set up and shape the optimum situation and overall conditions for negotiations (away from the table), and well before negotiations start. Of course, the authors believe that negotiators must employ all three dimensions as needed during most negotiations. This new third dimension includes, among other things, "acting to ensure the right parties have been involved, in the right sequence, to deal with the right issues that engage the right set of interests, at the right tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal." Here is real-world example of acting to ensure the right parties and the right sequence: A US firm was looking to establish a joint venture in Mexico and had identified three potential partners (one excellent, one good, and one that barely meets the set criteria). Should this firm start negotiations with the best prospect, and if those negotiations fail, then move to the next, and so on? Or wouldn't it be far better if this US firm makes it known in the industry (in Mexico) that they are looking for a joint venture partner, and induce these three prospects to come to the US firm? Negotiating simultaneously with the three potential partners was indeed better, especially that the US firm set up the negotiation conditions whereby the three Mexican prospects were rushing to compete for the joint venture! Although this book introduces a third dimension to negotiation, the other two dimensions are also well covered by the authors, with a large number of real-world examples. The second dimension covers designing value-creating deals, including the traditional concept of enlarging the pie, and how to make lasting deals. The first dimension focuses on the tactics at the negotiation table, including problem-solving tactics such as shaping perceptions, setting ambitious target prices, interpersonal skills, cultural empathy, and many other tactics familiar to those who have read traditional negotiation books. In short, 3-D Negotiation is a welcomed addition to the topic of negotiation, especially due to its strategic approach to negotiations. I particularly like the idea of backward mapping the negotiation process, starting with the desired target or outcome, then mapping all the parties, their interests, no-deal options. I was also intrigued by the authors' philosophy and the 3-D strategy of: "Let them have your way", as well as their concept of "Zone of Possible Agreement". Although this excellent book is written with important and complex deals in mind, the 3-D approach can be indeed applied to simpler deals and negotiations. In fact, the reader will find a large number of examples of negotiations ranging from the simple ones such as buying a car or a house, to the more complex ones such as negotiations between countries, or among large international organizations. ... show more
Reviewed in the United States on March 25, 2007 by F. Muna
    • More than Hardball and Win-Win
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 Win-Win methods. I happened to be involved in a fairly complex transaction with little strength and few alternatives when I began reading. As I read, I found myself constantly jotting down notes on things to include in my preparations for discussions. As a result, I postponed talks to better prepare for the first meeting and the next. Participants were somewhat surprised to see that there was more to talk about than price and more people and companies that had interests in the outcome. 3D Negotiation is a keeper. I expect I will flip through it again before my next big project. ... show more
Reviewed in the United States on July 4, 2015 by Gary E. Brown
    • This is what you do, before you get to the table.
Negotiation is more than what happens at the table. Taking positive action to strengthen your position before you ever reach the table maybe the key to a better outcome for your team. If you are looking for a leg up on the competition this could be the book you are looking for. That said some of the stories such as the ILWU contact negotiations seem rather nasty, hardly a "win win" negotiations. ... show more
Reviewed in the United States on November 29, 2017 by RD
    • Three Stars
I am still reading this book .Will share more reviews soon .
Reviewed in the United States on March 28, 2017 by arun
    • Excellent book for advanced negotiation strategy
In "3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals" by David A. Lax and James K. Sebenius, the authors observe that most negotiators think in one dimension comprised of two mutually exclusive strategies, win-win or win-lose. A negotiator often focuses on either value claiming in the win-lose approach or value creating in the win-win approach. Both strategies leave money on the table. If a negotiator expands the dimensions of the negotiation to supplement tactics with deal set up and deal design (i.e. transforming to 3D), the negotiator can both create and claim value simultaneously. This book is a must read for anyone looking to enhance their negotiation capability. ... show more
Reviewed in the United States on April 1, 2013 by Byron4mayor
    • This was a Text Book for me
Dry reading with good information and examples of the principles of negotiation and conflict resolution. The "3-D's" is an excellent structure to planning and executing a negotiation strategy. If you want to learn, this is an excellent book.
Reviewed in the United States on April 8, 2021 by IT Pro Dad
    • Highly recommended.
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 which makes sure nothing is left on the table and that the process is as constructive as possible. Even if you do not negotiate for a living, you will benefit from this book because, whther you realize it or not, everyone negotiates at some point in their lives. This bok will give you an advantage when you do. ... show more
Reviewed in the United States on January 27, 2015 by Amazon Customer
    • Four Stars
Provided a perspective on negotiation preparation that is often overlooked. The importance of relationship building is emphasized.
Reviewed in the United States on April 26, 2016 by John Hamilton

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