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Download 3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals Audiobook

Extended Audio Sample 3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals Audiobook, by David A. Lax Click for printable size audiobook cover
3 out of 53 out of 53 out of 53 out of 53 out of 5 3.00 (333 ratings) (rate this audio book) Author: David A. Lax, David Lax, James Sebenius Narrator: Barrett Whitener Publisher: Recorded Books: Gildan Audio Format: Unabridged Audiobook Delivery: Instant Download Audio Length: Release Date: August 2011 ISBN: 9781596599475
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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. Download and start listening now!

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Listener Opinions

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 K | 11/17/2013

    " Read this for a management class and has helped me see tactics and structures of deals in everyday life. Approachable language and concepts. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Quinn | 5/27/2013

    " I like books like these because, even if you only get a line or two that you actually remember they constantly remind you to do better. I though more about the negotiations I had coming up because of this book. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Tom | 5/14/2012

    " I managed to secure distribution rights for a product and to my surprise I fairly quickly managed to get appointments with the super-negotiators, the supermarket boys! This book was a great help. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Chad | 11/7/2011

    " Okay, my reading has been a bit skewed lately, but this is what it includes. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Khalid Khan | 10/3/2011

    " the book you need before your next negotiation "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Quinn | 4/15/2011

    " I like books like these because, even if you only get a line or two that you actually remember they constantly remind you to do better. I though more about the negotiations I had coming up because of this book. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Chad | 8/28/2008

    " Okay, my reading has been a bit skewed lately, but this is what it includes. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Tom | 1/23/2008

    " I managed to secure distribution rights for a product and to my surprise I fairly quickly managed to get appointments with the super-negotiators, the supermarket boys! This book was a great help. "

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About the Narrator

Barrett Whitener has been narrating audiobooks since 1992. His recordings have won several awards, including the prestigious Audie and six Earphones Awards. AudioFile magazine has named him one of the Best Voices of the Century. He lives in Washington, DC.