3-D Negotiation

  • by David A. Lax, James K. Sebenius
  • Narrated by Barrett Whitener
  • 10 hrs and 7 mins
  • Unabridged Audiobook

Publisher's 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.


See More Like This

Customer Reviews

Most Helpful

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 full review

- Kurt

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 full review

- G

Book Details

  • Release Date: 05-08-2007
  • Publisher: Gildan Media, LLC