000			02809cam a22003974a 4500
001			14292189
003			BJBSDDR
005			20240507151526.0
007			ta
008			060308s2006 maua b 001 0 eng
010			_a 2006007901
020			_a1591397995 (alk. paper)
020			_a9781591397991
035			_a(OCoLC)ocm64624895
035			_a(OCoLC)64624895
040			_aDLC _cDLC _dBAKER _dC#P _dYDXCP _dBTCTA _dDLC _beng
041			_aeng
042			_apcc
050	1	4	_aHD 58.6 _bL425t 2006
082	0	0	_a658.4/052
100	1		_aLax, David A. _935659
245	1	0	_a3-D negotiation : _bpowerful tools to change the game in your most important deals / _cDavid A. Lax and James K. Sebenius.
246	3		_aThree-D negotiation
260			_aBoston, Mass. : _bHarvard Business School Press, _cc2006.
300			_avi, 286 pages : _billustrations ; _c25 cm.
504			_aIncludes bibliographical references (p. [255]-267) and index.
505	0		_aOverview: 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
520			_aIn 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
650		0	_aNegotiation in business.
650		4	_aNegociación en los negocios _96082
700	1		_aSebenius, James K., _d1953- _935760
856	4	1	_3Table of contents _uhttp://www.loc.gov/catdir/toc/ecip0610/2006007901.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c121199 _d121199