3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals.

• Author: Marshall, Jeffrey
• Position: BookSHELF - Brief article - Book review

3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. By David A. Lax and James K. Sebenius. Harvard Business School Press, 286 pages. $29.95.

To anyone who thinks deal-making is a simple transaction at a table between two parties, 3D Negotiation offers a different view. This is a long and detailed book that makes a case for a new way to look at the negotiation process--and to come away with much more of what you want.

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The authors, partners in the negotiation firm of Lax Sebenius LLC (author Sebenius is also a professor at Harvard Business School) posit a three-pronged approach to negotiations. Conventional bargaining, they write, leaves money on the table and puts one party at a major disadvantage if the other holds all the cards.

Great...