3-D Negotiation
by David A. Lax and James K. Sebenius
Beyond tactics at the table (first dimension): deal design (second) and setup away from the table (third), including who is involved, in what sequence, with what alternatives. For complex deals; the setup dimension is the book's contribution.
Read it if…
you negotiate complex, multi-party deals.
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Skip it if…
you negotiate salaries and purchases; it is more than you need.
Try instead: The Negotiation Book →
Three things you will actually use
- Most value is set up away from the table.
- Design the deal, do not just haggle it.
- Sequence matters.
Do this first
Map the parties, sequence and no-deal options before your next deal.
Our verdict
Setup, design, tactics.
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