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Book Presentation
3D Negotiation – Powerful Tools to Change the Game in Your Most Important Deals
by David A. Lax and James K. Sebenius 

Through the years, the art of negotiation has been stuck in a tired debate between win-lose and win-win tactics. Now, negotiation experts David Lax and James Sebenius take negotiation to a whole new level: the third dimension.

In their new book, 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (HBS Press; September 26, 2006), Lax and Sebenius explore why the current one dimensional techniques–face-to-face bargaining-at-the-table—are not enough. According to the authors, this tactical focus leaves money on the table and is often inadequate for tough negotiations when the other side holds all the cards. It isn’t well-suited to common deal-making challenges such as multiple parties, tricky internal and external negotiations, and shifting agendas.

Filled with real examples, 3-D Negotiation maps out the missing dimensions – deal design and setup – that underpin effective tactics. Great negotiators carefully set up the most promising negotiation and envision value-creating deals even before sitting down at the table. 3-D Negotiation details how a superior setup plus the right tactics can yield remarkable results that would be unattainable by purely tactical means, however skillful.

The authors have made available for us several adaptations from this book that offer interesting insights and give you an idea on what to expect from the book:


Negotiating in a Three-Dimensional World


Where “Win-Lose” and Win-Win” Negotiators Fall Short
Three Tips for Building Goodwill During Negotiations
Designing Deals for Lasting Value
Staying on Top During Price Negotiations
Negotiating the Spirit of the Deal





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Status: 18. Januar 2008