search query: @author Sebenius, J.K. / total: 3
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| Author: | Lax, D.A. Sebenius, J.K. |
| Title: | 3-D negotiation |
| Journal: | Harvard Business Review
2003 : NOV, VOL. 81:11, p. 64-74 |
| Index terms: | Negotiation Human relations Contracts |
| Language: | eng |
| Abstract: | What stands between you and the yes you want? According to the article authors as negotiation experts, executives face obstacles in three common and complementary dimensions: tactics, deal design, and setup. Each dimension is crucial in the bargaining process. However, most executives fixate on only the first two: 1-D negotiators focus on improving their interpersonal skills at the negotiating table, and 2-D negotiators focus on diagnosing underlying sources of value in a deal and then recrafting the terms to satisfy all parties. This article explores the third dimension. Instead of just playing the game at the bargaining table, 3-D negotiators reshape the scope and sequence of the game itself to achieve the desired outcome. |
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