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3-D Negotiation : playing the whole game
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MAP20071504539
Lax, David A. ‌
3-D Negotiation : playing the whole game / by David A. Lax and James K. Sebenius
What stands between you and the yes you want? In our analysis of hundreds of negotiations, we've uncovered barriers in three complementary dimensions: the first is tactics; the second is deal design; and the third is setup. Each dimensions is crucial, but many negotiators and much of the negotiation literature fixate on only the first two
En: Harvard business review. - Boston. - November 2003 ; p. 64-74
1. Management ‌. 2. Directivos de empresas ‌. 3. Habilidades directivas ‌. 4. Dirección de empresas ‌. 5. Estrategia empresarial ‌. 6. Negociación ‌. I. Sebenius, James K. ‌. II. Title. III. Título: Harvard business review.