3-D Negotiation : playing the whole game

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<subTitle>: playing the whole game</subTitle>
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<namePart>Lax, David A.</namePart>
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<abstract>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</abstract>
<note type="statement of responsibility">by David A. Lax and James K. Sebenius</note>
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