by David A. Lax, James K. Sebenius
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| List Price: | $29.95 |
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Product Description
Most current practice, thought, and discussion on negotiation - even the tremendously successful Getting to Yes - use an exclusively 'at-the-table' perspective, focused on tactics, persuasion, psychology, empathy, and other elements of the interactive process of negotiation. Of course, these '1-D' elements are important, even crucial in many instances, but they are not sufficient as a long-term, consistent approach in high-stakes negotiations. The authors add depth and complexity to our understanding and practical approach to negotiations by articulating a '3-D' perspective, focused not only on the surface process, but also on the hidden, potential value to be unlocked with skillful 'deal-design', as well as the architecture of the game itself.
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Average Customer Review:
1 of 1 people found the following review helpful:
Buy it, Read it, Do it!, 2007-09-01
This is a text book of modern negotiation. A great place to start your studies for the classic ideas, or a great place to go for the expert looking for fresh ideas. This book is worth while because the method works! Basically, the authors use the most advanced problem solving approaches and apply them to the study and practice of negotiation. Nice work!
3 of 3 people found the following review helpful:
A strategic approach to negotiations, 2007-03-26
Most books on negotiation combine the hardball win-lose tactics with the more effective win-win approach. 3-D Negotiation is different: it adds a new third dimension to negotiation, mainly the need for developing a dynamic strategy on how to set up and shape the optimum situation and overall conditions for negotiations (away from the table), and well before negotiations start. Of course, the authors believe that negotiators must employ all three dimensions as needed during most negotiations.
This new third dimension includes, among other things, "acting to ensure the right parties have been involved, in the right sequence, to deal with the right issues that engage the right set of interests, at the right tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal."
Here is real-world example of acting to ensure the right parties and the right sequence: A US firm was looking to establish a joint venture in Mexico and had identified three potential partners (one excellent, one good, and one that barely meets the set criteria). Should this firm start negotiations with the best prospect, and if those negotiations fail, then move to the next, and so on? Or wouldn't it be far better if this US firm makes it known in the industry (in Mexico) that they are looking for a joint venture partner, and induce these three prospects to come to the US firm? Negotiating simultaneously with the three potential partners was indeed better, especially that the US firm set up the negotiation conditions whereby the three Mexican prospects were rushing to compete for the joint venture!
Although this book introduces a third dimension to negotiation, the other two dimensions are also well covered by the authors, with a large number of real-world examples. The second dimension covers designing value-creating deals, including the traditional concept of enlarging the pie, and how to make lasting deals. The first dimension focuses on the tactics at the negotiation table, including problem-solving tactics such as shaping perceptions, setting ambitious target prices, interpersonal skills, cultural empathy, and many other tactics familiar to those who have read traditional negotiation books.
In short, 3-D Negotiation is a welcomed addition to the topic of negotiation, especially due to its strategic approach to negotiations. I particularly like the idea of backward mapping the negotiation process, starting with the desired target or outcome, then mapping all the parties, their interests, no-deal options. I was also intrigued by the authors' philosophy and the 3-D strategy of: "Let them have your way", as well as their concept of "Zone of Possible Agreement".
Although this excellent book is written with important and complex deals in mind, the 3-D approach can be indeed applied to simpler deals and negotiations. In fact, the reader will find a large number of examples of negotiations ranging from the simple ones such as buying a car or a house, to the more complex ones such as negotiations between countries, or among large international organizations.
2 of 2 people found the following review helpful:
AN OUTSTANDING AND SUBSTANTIVE BOOK!, 2007-02-12
Most books on negotiating fall into the win-win or win-loose categories, or some hybrid, but all of these focus primarily on the face-to-face tactics at the negotiating table. This book distinguishes itself by focusing not only on at-the-table tactics, but also on two other critical dimensions: 1. deal design, concerning value, substance, outcomes, and occurring "on the drawing board" and 2. setup, concerning architecture, and happens away from the table.
The authors delve into each of these three dimensions (tactics, deal design, and setup) in great depth, providing a powerful analytical framework, cases, and numerous guidelines and creative insights. This is a an outstanding and substantive book!
2 of 3 people found the following review helpful:
An excellent overview, 2007-01-20
For an experienced business negotiator, this paints a broader, "global" negotiating paradigm that is well worth read.
3 of 3 people found the following review helpful:
excellent, groundbreaking work, 2007-01-05
Not as readable as "Getting to Yes" or "Getting Past No", but very well-written. Not too academic, but deep enough for the professional negotiator. Accessible for those first being exposed to the topic.
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