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3-d Negotiation

  • E-Book (epub)
  • 304 Seiten
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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. ... Weiterlesen
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Beschreibung

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 designsystematically 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.

Autorentext

Lax, David A./ Sebenius, James K.



Klappentext

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.

Produktinformationen

Titel: 3-d Negotiation
Untertitel: Powerful Tools to Change the Game in Your Most Important Deals
Autor:
EAN: 9781422143445
ISBN: 978-1-4221-4344-5
Digitaler Kopierschutz: Adobe-DRM
Format: E-Book (epub)
Herausgeber: Harvard Business Review Press
Genre: Wirtschaft
Anzahl Seiten: 304
Veröffentlichung: 24.08.2006
Jahr: 2006
Untertitel: Englisch
Dateigrösse: 1.4 MB
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