000			01860nam a22002177a 4500
008			200121200121b ||||| |||| 00| 0 mon d
020			_a9781591397991
035			_a1867
040			_cШинэ Монгол Технологийн Дээд Сургууль
041			_aeng
082			_a658 _bL-11
100			_aDavid A. Lax
245		0	_a3D Negotiation
260			_aUSA _bHarvard Business Review _c2006
300			_a283 _c165x240
500			_aWhen 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.
505			_tPart I Overview Part II Set Up the Right Negotiation Part III Design Value -Creating Deals Part IV Stress Problem -Solving Tactics Part V 3 D Strategies in Practice
653			_aJames K. Sebenius David A. Lax
700			_aJames K. Sebenius
942			_2ddc _cBK
999			_c732 _d732