Stuck in a “win-win versus win-lose” debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the “first dimension” of Lax and Sebenius’s path breakingtion™ approach, developed from their decades of doing deals and analyzing great dealmakers. Their “second dimension”-deal design-systematically unlocks economic and non-economic value by creatively structuring agreements.
But what sets the 3-D approach apart is its “third dimension”: setup. Before … [ Read more ]
Content: Book | Authors: David A. Lax, James K. Sebenius | Subject: Negotiation
Yes you can look at your counterpart across the negotiating table and infer “when to hold them and when to fold them.” But negotiating successfully very much involves what you also do away from the table. These co-authors, widely experienced in international business negotiation, describe the importance of a Best Alternative To Negotiated Agreement, (BATNA), and a critical tactic that every successful negotiator must understand … [ Read more ]
Content: Article | Authors: David A. Lax, James K. Sebenius | Source: Ivey Business Journal | Subject: Negotiation