3-D negotiation
powerful tools to change the game in your most important deals
- ISBN: 9781591397991
- Editorial: Harvard Business School Press
- Fecha de la edición: 2006
- Lugar de la edición: Boston. Estados Unidos de Norteamérica
- Colección: Negotiation
- Encuadernación: Cartoné
- Medidas: 24 cm
- Nº Pág.: 283
- Idiomas: Inglés
Most current practice, thought, and discussion on negotiation - even the tremendously successful getting to yes - use an exclusively "at-the- table" perspective, focused on tactics, persuasion, psychology, empathy, and other elements of the interactive process of negotiation. Of course, these "1-D" elements are important, even crucial in many instances, but they are not sufficient as a long-term, consistent approach in high- stakes negotiations. The authors add depth and complexity to our understanding and practical approach to negotiations by articulating a "3-D" perspective, focused not only on the surface process, but also on the hidden, potential value to be unlocked with skillful "deal-design," as well as the architecture of the game itself.
