3-D Negotiation Audiobook By David A. Lax, James K. Sebenius cover art

3-D Negotiation

Powerful Tools to Change the Game in Your Most Important Deals

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3-D Negotiation

By: David A. Lax, James K. Sebenius
Narrated by: Barrett Whitener
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About this listen

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.

©2006 David A. Lax and James K. Sebenius (P)2007 Gildan Media Corp
Leadership Management Management & Leadership Marketing & Sales Negotiating Sales & Selling Inspiring
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I recommend to anyone wanting a sound and flexible framework to improve their negotiating skills. the "3D" description isn't just hyperbole as it covers influencing techniques that go beyond the scope of most negotiating books. structured, thought provoking and with good examples that highlight the practical use of the concepts.
Don't hesitate, just purchase it if negotiations is what your interested in.

Exceptional Content (negotiation and Influencing)

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Valuable negotiating tips, however most examples used in the book are too complicated to either understand or apply, as they take place at levels that 95% of people will never reach or need... The voice they picked for the audiobook sounds like Eugene from the Walking Dead, he talks like a scientist and is really boring to listen to for 6 hours...

Some valuable tips, poor delivery

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An excellent book. The material is well laid out, is understandable, and is applicable to any negotiation.

Excellent, usable, realistic.

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Narrator tries to "invent" a nasty style.

Contents of book are dense and complex. Learning from Lax & Sebenius really builds value on negotiation performance.

It's a pity narration doesn't make justice to book quality.

Narration really weak

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Good book, but I did not like the narrators voice. Would like the option to read along as well.

Good book

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I enjoyed learning about negotiation strategies. However, the voice was monotonous and difficult to listen to.

Great content, but did not like the voice

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Excellent book on negotiations. This book focuses on the bigger picture, setting the stage, getting the right players and groups involved (government officials, trade unions, etc.) in an effort to expand negotiations beyond the table and orchestrate a win-win value creating deal.

There is a healthy use of real world cases and the authors were involved in most of them. The case analysis is relevant and insightful.

An Excellent Book on Negotiations

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Thank you. The book was educational and enlightening
Audio book as opposed to conventional printed book made the read easier, faster and more enjoyable

Thank you

Educational

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When listening to an audiobook, I need to feel the narrators passion in order to get much out of the book. If they gave try-outs for the narrator, they picked the guy in dead last. That being said, I do feel that the content of the book, if it were to be read by someone else, would make for a great book. So buy a hard copy and have your spouse read it to you. (unless your married to the current narrator)

Narrator turns this awesome book into a total dud

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The book itself is excellent. The explanation of 3-D negotiating is excellent. The only single flaw is the monotone reader read's a dynamic topic so dry that this has a powerful influence over the listener , which makes it hard to stay alert. Luckily the content is interesting enough to make it through in order to learn these wonderful lessons.

Great book/Sleepy Narration

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