3 D Negotiation

3 D Negotiation

Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.

Author: David A. Lax

Publisher: Harvard Business Press

ISBN: 9781591397991

Category: Business & Economics

Page: 286

View: 747

Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.
Categories: Business & Economics

Negotiation Closing Deals Settling Disputes and Making Team Decisions

Negotiation  Closing Deals  Settling Disputes  and Making Team Decisions

Indeed, a 3-D player's ability to determine whether a related negotiation happens before or after his own—as well as whether the results become public—can ...

Author: David S. Hames

Publisher: SAGE

ISBN: 9781412973991

Category: Business & Economics

Page: 497

View: 134

This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.
Categories: Business & Economics

Successfully Mastering Job Interviews Through 3 D Strategy

Successfully Mastering Job Interviews Through 3 D Strategy

How are you at enforcing your negotiation goal in a negotiation? Describe a concrete example from your job. What has been your best idea to win somebody ...

Author: Anton C. Huber

Publisher: BoD – Books on Demand

ISBN: 9783752680836

Category:

Page:

View: 252

Categories:

Global Negotiation

Global Negotiation

3. 4. 5. 6. 7. CHAPTER 6 1. Peter Drucker, “Management by Walking Around, ... David A. Lax and James K. Sebenius, “3-D Negotiations Playing the Whole ...

Author: William Hernández Requejo

Publisher: St. Martin's Press

ISBN: 9781466886414

Category: Business & Economics

Page: 272

View: 378

Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.
Categories: Business & Economics

Inventive Negotiation

Inventive Negotiation

3. 4. 6. Matt Ridley, “From Phoenicia to Hayek to the 'Cloud,'” Wall Street ... David A. Lax and James K. Sebenius, 3-D Negotiation: Powerful Tools to ...

Author: J. Graham

Publisher: Springer

ISBN: 9781137370167

Category: Business & Economics

Page: 244

View: 489

Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.
Categories: Business & Economics

Effective Negotiation

Effective Negotiation

Lax, D.A. & Sebenius, J.K. (2006), 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, Harvard Business Press, Cambridge, MA.

Author: Ray Fells

Publisher: Cambridge University Press

ISBN: 9781108701297

Category: Business & Economics

Page:

View: 991

A practical and thematic approach to negotiation and mediation for students and professionals.
Categories: Business & Economics

Gaining Ground in Difficult Negotiations

Gaining Ground in Difficult Negotiations

In this Q&A, James Sebenius and David Lax, authors of 3-D Negotiation: Powerful Tools ... the power of a three-dimensional approach, why negotiating is an ...

Author: Manon Schonewille

Publisher: Maklu

ISBN: 9789046604038

Category: Business & Economics

Page: 107

View: 505

Experienced managers and lawyers know the value of being proficient in negotiations, which are executed every day on nearly everything. Most negotiators are continually faced with diverse and complicated situations, so it is important to have a set of tools for handling challenging situations, as well as for dealing with people who may be difficult to interact with. In practice, there is a common tendency to respond to difficult situations or people with a 'fight or flight' response. Many business negotiations and settlement agreements risk ending with suboptimal outcomes. This book has been compiled to accompany the training of Bruce Patton, one of the world's most prominent scientists and experts on negotiation. It contains the key tools that are necessary to deal with difficult people and tense situations. These crucial insights and skills will enable the reader to change negotiation behavior from 'instinctive' to 'strategic and in control.' The book also includes convenient summaries, practical checklists, worksheets, as well as interviews with influential negotiation scholars, in order to capture the key concepts.
Categories: Business & Economics

Research Handbook on Gender and Negotiation

Research Handbook on Gender and Negotiation

Lax, D. and Sebenius, J.K. (2003). 3-D negotiation: Playing the whole game. Harvard Business Review, 81(11), 64–74. Lewicki, R.J., Saunders, D.M. and Barry, ...

Author: Mara Olekalns

Publisher: Edward Elgar Publishing

ISBN: 9781788976763

Category: Business & Economics

Page: 392

View: 971

In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.
Categories: Business & Economics

The Art of Negotiation

The Art of Negotiation

Other contributions to negotiation literature have been made by David Lax and James Sebenius, most recently in 3-D Negotiation: Powerful Tools to Change the ...

Author: Michael Wheeler

Publisher: Simon and Schuster

ISBN: 9781451690446

Category: Business & Economics

Page: 320

View: 758

A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotia­tors thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.
Categories: Business & Economics

Negotiating at Work

Negotiating at Work

Pruitt, Negotiation Behavior. See Lax and Sebenius, 3-D Negotiation, and Bazerman and Gillespie, “Betting on the Future.” See Ramarajan, McGinn, and Kolb, ...

Author: Deborah M. Kolb

Publisher: John Wiley & Sons

ISBN: 9781118352410

Category: Business & Economics

Page: 288

View: 141

Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Small Wins, Big Gains offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. This is true when we negotiate with our managers, and it's also true for women and people of color who are even more likely to meet with resistance. Small Wins, Big Gains is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender Videos that walk you through difficult negotiation scenarios step-by-step By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Categories: Business & Economics

International Trade and the Tokyo Round Negotiation

International Trade and the Tokyo Round Negotiation

The negotiation on safeguards was begun with a decision by the Trade Negotiations Committee in July 1974 that Group 3(d) should commence technical and ...

Author: Gilbert R. Winham

Publisher: Princeton University Press

ISBN: 9781400858170

Category: Business & Economics

Page: 466

View: 177

This book is a political history of the Tokyo Round (1973--1979), the largest and most significant multilateral trade negotiation since the founding of the GATT in 1947. Gilbert Winham provides a detailed account of the processes by which the negotiation was accomplished and an assessment of the Tokyo Round's substantive impact on the international trading system. Originally published in 1987. The Princeton Legacy Library uses the latest print-on-demand technology to again make available previously out-of-print books from the distinguished backlist of Princeton University Press. These editions preserve the original texts of these important books while presenting them in durable paperback and hardcover editions. The goal of the Princeton Legacy Library is to vastly increase access to the rich scholarly heritage found in the thousands of books published by Princeton University Press since its founding in 1905.
Categories: Business & Economics

Negotiating Outcomes

Negotiating Outcomes

3-D Negotiation: Playing the Whole Game.” Harvard Business Review OnPoint Enhanced Edition (2003). What stands between you and the yes you want?

Author:

Publisher: Harvard Business Review Press

ISBN: 9781422114766

Category: Business & Economics

Page: 128

View: 439

Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resolutions are typically sought through negotiations. This guide will help you prepare, conduct, and close a negotiation successfully
Categories: Business & Economics

Practical Solutions to Global Business Negotiations

Practical Solutions to Global Business Negotiations

Group Decision and Negotiation 8(3), 251–279. ... In T. W. Robinson & D. Shambaugh (Eds.), Chineseforeign policy: Theory andpractice (pp. 453–478).

Author: Claude Cellich

Publisher: Business Expert Press

ISBN: 9781606492505

Category: Business & Economics

Page: 323

View: 694

One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural backgrounds of the negotiators, comprising language, cultural conditioning, negotiating style, approaches to problem solving, implicit assumptions, gestures and facial expressions, and the role of ceremony and formality. Therefore, negotiators assigned to deal with their foreign counterparts need a lot of learning and skills. With training and practice such learning and skills can be enhanced. The proposed book offers a practical guide to acquire negotiating skills. The purpose of this book is to provide consistently effective strategies and systematic approaches to negotiations that will dramatically improve international managers as negotiators. The book provides sufficient familiarity with negotiating styles that will help managers identify their unique strength and weaknesses, thus enabling them to interpret and comfortably use the latest advances in the field of negotiation in dealing internationally.
Categories: Business & Economics

Public Policymaking in India

Public Policymaking in India

every negotiation , there is tension between cooperation and conflict . ... The framework of 3 - D negotiations developed by Lax and Sebenius® is valuable ...

Author: R. V. Vaidyanatha Ayyar

Publisher: Pearson Education India

ISBN: 8131710270

Category: Administrative law

Page: 330

View: 680

Categories: Administrative law

Negotiation Excellence

Negotiation Excellence

Whereas “who” is aptly discussed by Lax and Sebenius in their (2006) book on 3D negotiation,17 and “where” has been discussed earlier in this chapter, ...

Author: Michael Benoliel

Publisher: World Scientific

ISBN: 9789814343169

Category: Business & Economics

Page: 479

View: 152

Nearly 300 years ago, Francois de Callieres, a French diplomat, famously observed that the fate of the greatest states depends on the quality of their negotiators. His observation appears to have stood the test of time, as the fate of modern organizations in today's increasingly competitive global economy still depends largely on the skill and conduct of its negotiators. To illustrate the critical role of skilled negotiators, one has to look no further than at the dismal record of recent high-profile mergers and acquisitions. In numerous deals, deal makers have wiped out significant value off their market capitalization through failures in the deal making process. In contrast, successful serial deal makers have long recognized the value of negotiation and invested in building individual and institutional negotiation capabilities. Negotiation Excellence: Successful Deal Making was written by the leading negotiation experts from top-rated universities in the USA and in Asia and its objective is to introduce the readers to the theory and the best practices of effective negotiation. The book includes chapters ranging from: preparing and planning well for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, Negotiation Excellence: Successful Deal Making includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods acquisition of Cadbury PLC; Walt Disney Company negotiation with the Hong Kong government; and Komatsu, a Japanese firm, negotiation with Dresser, an American firm.
Categories: Business & Economics

Negotiating the Nonnegotiable

Negotiating the Nonnegotiable

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Boston: Harvard Business School Press, 2006. Lederach, J. Building Peace: ...

Author: Daniel Shapiro

Publisher: Penguin

ISBN: 9781101626962

Category: Psychology

Page: 352

View: 381

“One of the most important books of our modern era” –Amb. Jaime de Bourbon For anyone struggling with conflict, this book can transform you. Negotiating the Nonnegotiable takes you on a journey into the heart and soul of conflict, providing unique insight into the emotional undercurrents that too often sweep us out to sea. With vivid stories of his closed-door sessions with warring political groups, disputing businesspeople, and families in crisis, Daniel Shapiro presents a universally applicable method to successfully navigate conflict. A deep, provocative book to reflect on and wrestle with, this book can change your life. Be warned: This book is not a quick fix. Real change takes work. You will learn how to master five emotional dynamics that can sabotage conflict outside your awareness: 1. Vertigo: How can you avoid getting emotionally consumed in conflict? 2. Repetition compulsion: How can you stop repeating the same conflicts again and again? 3. Taboos: How can you discuss sensitive issues at the heart of the conflict? 4. Assault on the sacred: What should you do if your values feel threatened? 5. Identity politics: What can you do if others use politics against you? In our era of discontent, this is just the book we need to resolve conflict in our own lives and in the world around us.
Categories: Psychology

The Essentials of Contract Negotiation

The Essentials of Contract Negotiation

Lax, David A./Sebenius, James K.: 3-D Negotiation – Powerful Tools to Change the Game in Your Most Important Deals, 1. Ed., Cambridge (Mass.) 2006.

Author: Stefanie Jung

Publisher: Springer

ISBN: 9783030128661

Category: Law

Page: 242

View: 977

This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.
Categories: Law

Negotiated Risks

Negotiated Risks

In long-standing intractable negotiations, differences in viewpoint may ... School's construction of negotiation as a three-dimensional (3-D) strategy that ...

Author: Rudolf Avenhaus

Publisher: Springer Science & Business Media

ISBN: 9783540929932

Category: Political Science

Page: 369

View: 584

The International Institute for Applied Systems Analysis (IIASA) has had risk as a research topic on its agenda right from its inception in 1972. Risk has played a - jor role in the Energy Program, with research being carried out both in-house and in cooperationwith other internationalinstitutions like the InternationalAtomic - ergy Agency (IAEA) and national research centers. Research areas were primarily the evaluationof all possible risks within one categoryof energysupply like nuclear ?ssion or fusion or fossil fuels and, even more important,the comparisonof risks of different energy-supplystrategies. Later on an independent program was started which still exists today under the name Risk and Vulnerability. There is a large amount of literature on risks to which IIASA’s research programs have contributed signi?cantly over the years, and there is, of course, an abundance of published work on international negotiations, part of which is a result of the work of the Processes of International Negotiation (PIN) Program. There are, however, so far no studies on the combination of these two strands. Therefore, and as research on both topics is housed at IIASA, we are happy that our PIN Program has undertaken the dif?cult and important task of analyzing what the editors of this book have called negotiated risks.
Categories: Political Science

Your Own Terms

Your Own Terms

Reprinted as “A Better Way to Negotiate: Backward” in Working Knowledge, July 6, 2004. 2. David A. Lax and James K. Sebenius, “3-D Negotiation: Playing the ...

Author: Yasmin Davidds

Publisher: AMACOM

ISBN: 9780814436035

Category: Business & Economics

Page: 256

View: 932

No wonder most women hate negotiating. If we make concessions to further a deal, we're viewed as weak. But if we play hardball, we can be seen as overly aggressive--and the strategy backfires. The double standard will get us every time!Thankfully, negotiation expert Yasmin Davidds has learned how best to strike a balance, merging a woman’s natural strengths--collaboration, relationship building, listening--with a firm grasp of established tactics. Utilizing guidelines, stories, and exercises that shed light on the psychology of negotiation, Your Own Terms reveals how women can:• Control how they are perceived• Eliminate self-sabotaging beliefs and behaviors• Discover their personal negotiation style• Build leverage• Understand an opponent’s approach and adjust theirs in response• And much moreDon’t let the world’s double standards for women in business hold you back from negotiating for what you know is right. With this eye-opening and empowering resource by your side, learn to win on your own terms--and open doors you never knew had been shut.
Categories: Business & Economics

Negotiation

Negotiation

David Lax & James Sebenius, 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (Harvard Business School Press, 2006).

Author: Carrie J Menkel-Meadow

Publisher: Wolters Kluwer

ISBN: 9781454818915

Category: Law

Page: 600

View: 655

A distinguished team of leaders in the field of dispute resolution offers a thorough treatment of negotiation skills, ethics, and problem-solving techniques. Comprehensive and current, Negotiation: Processes for Problem Solving covers the theory, skills, ethical issues, and legal and policy analyses relevant to all key areas of negotiation practice. Carefully selected cases are supported by key readings, from critical articles and empirical studies to statutes and regulations. An extensive Teacher’s Manual delivers problems, role-plays, sample syllabi, notes, and lists of supplemental materials. New research is distilled for use by law students and practicing lawyers. New and complex examples from international negotiation problems come from both private and public environments. The Second Edition explores new forms of complex negotiation in international, multi-party and diverse settings and considers negotiators as problem-solving lawyers. The text is perfectly suited to free standing negotiation courses in American and foreign law schools. New problem sets appear in the text, and new simulations are found in the Teacher's Manual Features: a thorough treatment of negotiation skills, ethics, and problem-solving techniques comprehensive, current coverage theory skills ethical issues legal and policy analyses relevant to all key areas of negotiation practice distinguished authors are leaders in the field of dispute resolution carefully selected cases supported by key readings, from critical articles and empirical studies to statutes and regulations problems role-plays sample syllabi notes lists of supplemental materials Thoroughly updated, the revised Second Edition presents: latest interdisciplinary approaches to negotiation, including new empirical studies on-line negotiation social and cognitive psychology gender and negotiation, and multiple party negotiation new negotiation research distilled for law students and practicing lawyers deeper discussion of negotiators as problem-solving lawyers new and complex examples from international negotiation problems in both private and public environments new forms of complex negotiation in international, multi-party, and diverse settings Excellent for use in free-standing negotiation courses in American and foreign law schools. The purchase of this Kindle edition does not entitle you to receive 1-year FREE digital access to the corresponding Examples & Explanations in your course area. In order to receive access to the hypothetical questions complemented by detailed explanations found in the Examples & Explanations, you will need to purchase a new print casebook.
Categories: Law