3D Negotiation By David A. Lax and James K. Sebenius

Written by Theresa Shafer. Posted in Books, Events

Call-in Book Review recorded on June 22, 2011Steve Mock, Francis Adanza and Sean Murphy recap Business Impact Book Club on “3D Negotiation” a 2003 Harvard Business Review Article by David Lax and James Sebenius.

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“3-D Negotiation

Powerful Tools to Change the Game in Your Most Important Deals

By David A. Lax and James K. Sebenius

This Harvard Business Review executive summary provides a richer content for negotiation.


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Comments (5)

  • Sean Murphy


    “3-D negotiators reshape the scope and sequence of the negotiation process to achieve the desired outcome. Acting entrepreneurially, away from the table, they ensure that the right parties are approached in the right order to deal with the right issues, by the right means, at the right time, under the right set of expectations, and facing the right no-deal options.” David Lax and James Sebenius in “3D Negotiations”

    We have added Steve Mock as a panelist for our next Business Impact Book Club on “3D Negotiation” a 2003 Harvard Business Review Article by David Lax and James Sebenius.

    Steve Mock (@steve_mock) Founder or management team of 5 venture-backed start ups. Proven track record of effective marketing and sales strategy, business planning, and execution of successful technology ventures. Drove 150+ distribution deals, acquisitions, corporate relationships, and venture financings ($32M) in 15+ countries. Managed dozens of product launches targeting consumers, enterprises, and OEMs in the Internet, gaming, mobile, enterprise networking, web, and consumer markets.

    “Tactics at the table are only the cleanup work. Many people mistake tactics for the underlying substance and the relentless efforts away from the table that are needed to set up the most promising possible situation once you face your counterpart. When you know what you need and you have put a broader strategy in place, then negotiating tactics will flow.” Charlene Barshefsky (quote from 3D Negotiations)
    We will cover the three dimensions of a successful deal:

    Tactics – Interactions at the Bargaining Table
    Deal Design – Crafting a Deal That Creates Lasting Value
    Value to all Sides
    Mechanisms to Monitor & Adjust
    Setup – Right Party, Right Issue, Right Sequence, Right Time
    Sequence is Key to Maximizing Bargaining Power


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