David A Lax: 2 books
3-d Negotiation
Powerful Tools to Change the Game in Your Most Important Deals
Language: English
Release Date: August 24, 2006
When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and...
by David A. Lax, James K Sebenius
Language: English
Release Date: January 5, 1987
Language: English
Release Date: January 5, 1987
This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the...