03864nam a2200673Ki 4500 000226326 OCoLC 20220105164803.0 20131217132411.0 m d cr cnu unuuu 131217s2006 maua ob 001 0 eng d NEZPRACOVANÝ IMPORT 9781422143445 (electronic bk.) 1422143449 (electronic bk.) 1591397995 9781591397991 (OCoLC)865508331 674899 (N$T) HD58.6 .L388 2006eb BUS 082000 bisacsh BUS 041000 bisacsh BUS 042000 bisacsh BUS 085000 bisacsh 658.4/052 22 Lax, David A. 3-D negotiation : powerful tools to change the game in your most important deals / David A. Lax and James K. Sebenius. Three-D negotiation Boston, Mass. : Harvard Business School Press, [2006] ©2006 1 online resource (vi, 286 pages) : illustrations. text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references (pages [255]-267) and index. Overview: 3-D negotiation in a nutshell -- Negotiate in three dimensions -- Do a 3-D audit of barriers to agreement -- Craft a 3-D strategy to overcome the barriers -- Set up the right negotiation, "away from the table" -- Get all the parties right -- Get all the interests right -- Get the no-deal options right -- Get the sequence and basic process choices right -- Design value-creating deals, "on the drawing board" -- Move "northeast" -- Dovetail differences -- Make lasting deals -- Negotiate the spirit of the deal -- Stress problem-solving tactics, "at the table" -- Shape perceptions to claim value -- Solve joint problems to create and claim value -- 3-D strategies in practice: "let them have your way" -- Map backward to craft a 3-D strategy -- Think strategically, act opportunistically. "In 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, David Lax and James Sebinius urge bargainers to look beyond tactics at the table. Indeed, persuasive tactics are only the "first dimension" of the author's 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers." "Packed with practical steps and engaging examples, 3-D Negotiation demonstrates how superior setup moves plus insightful deal design can enable you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skillful."--Jacket. Description based on print version record. Negotiation in business. Négociations (Affaires) Negotiation in business. fast (OCoLC)fst01035573 BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh elektronické knihy fd186907 czenas electronic books eczenas Sebenius, James K., 1953- Print version: Lax, David A. 3-D negotiation 1591397995 (DLC) 2006007901 (OCoLC)64624895 EBSCOhost https://zdroje.vse.cz/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=674899 Plný text HBR EB NEPOSILAT EB N$TA cpp1723AUTO EBSCOhost EBSC 674899 02 N$T