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Stuck in a win-win versus win-lose debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the first dimension of Lax and Sebenius's pathbreaking 3-D Negotiation approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their second dimension deal design systematically unlock economic and non-economic value by creatively structuring agreements.

But what sets the 3-D approach apart is its third dimension: setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome.

Packed with practical steps and cases, 3-D NEGOTIATION demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

• Sales Rank: #2806989 in Books
• Published on: 2007-06-29
• Ingredients: Example Ingredients
• Formats: Audiobook, CD, Unabridged
• Original language: English
• Number of items: 9
• Dimensions: 6.00" h x 1.25" w x 5.25" l, .55 pounds
• Running time: 600 minutes
• Binding: Audio CD

Review
"...a first-rate piece of work. I recommend it highly." -- Peter G. Peterson, Senior Chairman and cofounder, The Blackstone Group

"...the clear and innovative concept has contributed invaluably...to many agreements that are critical to Novartis." -- Daniel Vasella, MD, Chairman and CEO, Novartis AG, Switzerland

"3-D Negotiation is a brilliant and rigorous exposition of key bargaining strategy techniques from two masters of negotiation." -- Paul F. Levy, President and CEO, Beth Israel Deaconess Medical Center

"At last, practical advice on how to overcome obstacles that prevent us from getting to yes." -- Roger Fisher, coauthor of Getting to Yes

"Lax and Sebenius capture what I've seen great deal makers take years to perfect." -- Stephen Friedman, former Chairman and Senior Partner, Goldman Sachs & Co.

From the Back Cover
“Lax and Sebenius capture what I've seen great dealmakers take years to perfect.”

—Stephen Friedman, (former) Chairman and Senior Partner, Goldman Sachs & Co., Chair, President’s Foreign Intelligence Advisory Board.

“. . . a first-rate piece of work. Readers facing tough deals, along with generations of Harvard MBAs and executives, will benefit greatly from this lucid book and its highly relevant case studies. I recommend it highly.”

—Peter G. Peterson, Senior Chairman and cofounder, The Blackstone Group, one of the world’s largest private equity firms.

“I have worked directly with the authors on some of the most challenging negotiations of my career. Their 3-D approach was important in helping to deliver hundreds of millions of pounds of value for shareholders.”

—Philip Yea, CEO, 3i Group plc, a FTSE 100 venture capital and private equity company that has invested more than �26 billion in more than 14,000 businesses.

“. . . the clear and innovative concept of 3-D Negotiation has contributed invaluably . . . to many agreements that are critical to Novartis.”

—Daniel Vasella, MD, Chairman and CEO, Novartis AG, Switzerland

“[The] 3-D approach is in use at many levels of the Est�e Lauder Companies with excellent results. This down-to-earth book is packed with striking examples . . .”

—William Lauder, CEO, the Est�e Lauder Companies

“At last, practical advice on how to overcome obstacles that prevent us from getting to yes.”

—Roger Fisher, coauthor of Getting to Yes

“3-D Negotiation is a brilliant and rigorous exposition of key bargaining strategy techniques from two masters of negotiation. . . . I have used their advice to great success in the complex health care environment

—Paul F. Levy, CEO, Beth Israel Deaconess Medical Center, Boston

“3-D Negotiation is simply the most sophisticated and practical guide to negotiation ever written. Its many fascinating case studies show you exactly how to apply its powerful method.”

—Mathias Do�pfner, CEO, Axel Springer, one of Europe’s top media companies

About the Author
David A. Lax is a principal of Lax Sebenius LLC, a negotiation strategy firm. James K. Sebenius is a principal of Lax Sebenius LLC, a negotiation strategy firm. Sebenuis is also the Gordan Donaldson Professor of Business Administration and Director of the Negotiation Roundtable at Harvard Business School.

Most helpful customer reviews

7 of 7 people found the following review helpful.
A strategic approach to negotiations
By F. Muna
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.

1 of 1 people found the following review helpful.
Excellent book for advanced negotiation strategy
By Byron4mayor
In "3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals" by David A. Lax and James K. Sebenius, the authors observe that most negotiators think in one dimension comprised of two mutually exclusive strategies, win-win or win-lose. A negotiator often focuses on either value claiming in the win-lose approach or value creating in the win-win approach. Both strategies leave money on the table. If a negotiator expands the dimensions of the negotiation to supplement tactics with deal set up and deal design (i.e. transforming to 3D), the negotiator can both create and claim value simultaneously. This book is a must read for anyone looking to enhance their negotiation capability.

0 of 0 people found the following review helpful.
Highly recommended.
By Amazon Customer
If you negotiate for a living, this is a must read. Although the book is a few years old, it still has fresh insights into how to approach a negotiation in a new "3-D" way which makes sure nothing is left on the table and that the process is as constructive as possible. Even if you do not negotiate for a living, you will benefit from this book because, whther you realize it or not, everyone negotiates at some point in their lives. This bok will give you an advantage when you do.

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This is a reproduction of a book published before 1923. This book may have occasional imperfections such as missing or blurred pages, poor pictures, errant marks, etc. that were either part of the original artifact, or were introduced by the scanning process. We believe this work is culturally important, and despite the imperfections, have elected to bring it back into print as part of our continuing commitment to the preservation of printed works worldwide. We appreciate your understanding of the imperfections in the preservation process, and hope you enjoy this valuable book.

• Sales Rank: #9167686 in Books
• Brand: Brand: Nabu Press
• Published on: 2010-03-21
• Original language: English
• Number of items: 1
• Dimensions: 9.69" h x .94" w x 7.44" l, 1.83 pounds
• Binding: Paperback
• 468 pages

Features

• Used Book in Good Condition

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1 of 1 people found the following review helpful.
nice facsimile
By Lynn Alexander
This edition is a nice facsimile of a nineteenth-century edition of the novel. I do wish, however, they had included the illustrations. Auguste Hervieu accompanied Frances Trollope on her tour of Manchester when preparing to write the novel and his illustrations are almost better known than the novel. The illustrations appeared in most editions so I assume it was a deliberate decision not to include them here.

Trollope's novel is of more historic importance than aesthetic. Many credit it as being the first "industrial" novel and it is one of the few to feature a male worker. It also features a division in focus (Michael Armstrong and Mary Brotherton, the wealthy daughter of a mill owner), something that is both a strength and a weakness: a strength because it presents the issues of mill labor from multiple perspectives; a weakness because while the story begins and ends with Michael, he disappears in the middle while we get Mary Brotherton's education into the horrors of child labor.

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The Sound Handbook maps theoretical and practical connections between the creation and study of sound across the multi-media spectrum of film, radio, music, sound art, websites, animation and computer games entertainment, and stage theatre.

Using an interdisciplinary approach Tim Crook explores the technologies, philosophies and cultural issues involved in making and experiencing sound, investigating soundscape debates and providing both intellectual and creative production information. The book covers the history, theory and practice of sound and includes practical production projects and a glossary of key terms.

The Sound Handbook is supported by a companion website, signposted throughout the book, with further practical and theoretical resources dedicated to bridging the creation and study of sound across professional platforms and academic disciplines.

• Sales Rank: #2568301 in eBooks
• Published on: 2013-06-17
• Released on: 2013-06-17
• Format: Kindle eBook

About the Author

Tim Crook is Senior Lecturer and Head of Radio at Goldsmiths, University of London. He has worked professionally in radio, theatre, television and film as a journalist, producer, director and sound designer for more than 30 years. He is the author of Comparative Media Law and Ethics (2009), Radio Drama: Theory & Practice (1999), and International Radio Journalism: History, Theory & Practice (1997).

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[T456.Ebook] Ebook Free Ford Full-Size Vans, 1969-1991 (Haynes Repair Manual) (Haynes Repair Manuals), by John Haynes

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Haynes disassembles every subject vehicle and documents every step with thorough instructions and clear photos. Haynes repair manuals are used by the pros, but written for the do-it-yourselfer.

• Sales Rank: #455568 in Books
• Brand: Haynes
• Published on: 2004-07-30
• Original language: English
• Number of items: 1
• Dimensions: 10.75" h x .50" w x 8.25" l, 2.00 pounds
• Binding: Paperback
• 317 pages

Features

• Step-by-step procedures
• Easy-to-follow photographs
• Based on a complete teardown and rebuild
• Complete troubleshooting section
• Color Sparkplug Diagnosis Page

About the Author
Haynes offers the best coverage for cars, trucks, vans, SUVs and motorcycles on the market today. Each manual contains easy to follow step-by-step instructions linked to hundreds of photographs and illustrations. Included in every manual: troubleshooting section to help identify specific problems; tips that give valuable short cuts to make the job easier and eliminate the need for special tools; notes, cautions and warnings for the home mechanic; color spark plug diagnosis and an easy to use index.

Most helpful customer reviews

0 of 0 people found the following review helpful.
For the home DYI guy it does the job.
By Richard
Well you know if you are a DYI guy, additional professional info helps and this book does do that. For the home DYI guy it does the job.

6 of 6 people found the following review helpful.
Book needs a new title: 69-86
By Fred Snird
This book is very detailed. The problem is that the vans changed significantly with the 1987 model. EFI, computer, gauges, headlights, and on and on. If you have a newer van (87+), you will want the Chilton's book that Amazon offers .Ford: Full-Size Vans 1989-96 (Chilton's Total Car Care Repair Manual) I ordered it as well and found it to be much more relevant for my 1990 E350.

0 of 0 people found the following review helpful.
Husband Happy
By Alta Conrad
No complaints from my husband. He said it looks brand new and has the information in it he was looking for.

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[L144.Ebook] Ebook Free Within Arm's Length: A Secret Service Agent's Definitive Inside Account of Protecting the President, by Dan Emmett

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A rare inside look at the Secret Service from an agent who provided protection worldwide for President George H. W. Bush, President William Clinton, and President George W. Bush

Dan Emmett was just eight years old when President John F. Kennedy was assassinated. The events surrounding the President's death shaped the course of young Emmett's life as he set a goal of becoming a US Secret Service agent—one of a special group of people willing to trade their lives for that of the President, if necessary.

Within Arm's Length is a revealing and compelling inside look at the Secret Service and the elite Presidential Protective Division (PPD). With stories from some of the author's more high-profile assignments in his twenty-one years of service, where he provided arm's length protection worldwide for Presidents George Herbert Walker Bush, William Jefferson Clinton, and George W. Bush, both as a member of the PPD and the Counter Assault Team, Dan Emmett describes the professional, physical and emotional challenges faced by Secret Service agents. Included are never before discussed topics such as the complicated relationship between presidents, first ladies and their agents, the inner workings of Secret Service protective operations as well as the seldom-mentioned challenges of the complex Secret Service cultural issues faced by an agent's family. Within Arm's Length also shares firsthand details about conducting presidential advances, dealing with the media, driving the President in a bullet-proof limousine, running alongside him through the streets of Washington, and flying with him on Air Force One.

Within Arm's Length is the essential book on the United States Secret Service. This revealing and compelling inside look at the Presidential Protective Division, along with spellbinding stories from the author's career, gives the reader an unprecedented look in to the life and career of an agent in America's most elite law enforcement agency.

• Sales Rank: #62818 in eBooks
• Published on: 2014-06-10
• Released on: 2014-06-10
• Format: Kindle eBook

Review
"Controversial." ---Inside Edition

About the Author
Dan Emmett served on the United States Secret Service's elite Counter Assault Team before being selected for the Presidential Protective Division. After twenty-one years as an agent, Dan retired from the Secret Service and joined the CIA. Today, he is an adjunct professor as well as a security consultant for both private industry and the U.S. government.

Kevin Foley has over thirty years' experience in radio and television broadcasting, commercial voice-overs, and audiobook narration. He has recorded over one hundred and fifty audiobooks.

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7 of 7 people found the following review helpful.
WOW! What a really great book!
By Mary Jane Kail
If your desire in choosing this book is to pursue a career in the Secret Service it will either encourage you or discourage you. If like me, you just have a curiosity about the Secret Service it is an excellent read.
I have read several books previously about the Secret Service but they were more about the high-level people who were being protected rather than the actual inner-workings of the Secret Service.
I was totally surprised at all of the extensive training involved in so many different areas from weapons, to protection, to the investigating of credit card fraud, to even medical training. This book is a total eye opener as to the far reaching events that involve the Secret Service both here and in many other countries.
It convinced me that you would have to be in the very best of physical and mental condition to do the job without getting yourself or someone else killed.
As I read this book I became more and more appreciative of the fantastic job that the Secret Service does and my admiration of the author is without bounds. He is definitely a person to be admired and a total patriot to our country.
It makes me wonder with all of the scandals surfacing concerning the Secret Service if the writers reference to "political correctness" starting to creep into the Service in the late 1990's isn't a contributing factor to all of the events coming to light right now. Such a shame because we are being inundated with "political correctness" on every front.
But, putting that aside, I consider this book to be one of the very best I have ever read on the subject and it held my interest to the point that I spent several nights falling asleep with book in hand only to jerk awake and read until I got to the end of a chapter. I definitely, without reservation, recommend this book to anyone that is interested in the Secret Service.
Mary Jane Kail
In addition to my previous review I wish to add:
Dan Emmett mainly writes about his Secret Service experiences and then touches on his time with the CIA. I would bet another equally interesting story is just waiting to be told and it would be really nice to read more about his six year experience while there before his retirement.
Mary Jane Kail

21 of 23 people found the following review helpful.
This is not a political book
By Michael B. Duff
Everybody is talking about the Clinton stuff but this book is really about a man who loves his country, looking for a life based on honor and discipline, first in the Marine Corps, then in various kinds of Secret Service work. Good stuff about training, sacrifice, and brotherhood in here. Emmett comes off as an old-fashioned American patriot, and he is not shy about expressing his admiration for politicians on both sides of the aisle. Ted Kennedy comes off as a class act, who treats his Secret Service detail with great respect. Indeed, the story of Dan touring JFK's old house was one of the most moving parts of the book for me.

0 of 0 people found the following review helpful.
Engaging book that keeps your attention!
By Jeff S.
Interesting book! I breezed through it, and it always kept my attention. I enjoyed reading about the experiences that this secret service agent had working on many Presidential Protection Details, along with the process that brought him to that position and the stresses that came with it.

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• Sales Rank: #114897 in Books
• Brand: Chilton
• Published on: 1994-09-01
• Original language: English
• Number of items: 1
• Dimensions: 11.07" h x .99" w x 8.26" l, 1.68 pounds
• Binding: Paperback
• 504 pages

Features

• Chilton Books
• CHI40202
• Jeep Repair Manuals

From the Back Cover
Total Car Care is the most complete, step-by-step automotive repair manual you'll ever use. All repair procedures are supported by detailed specifications, exploded views, and photographs.

About the Author
Chilton offers the best coverage for cars, trucks, vans, SUVs and motorcycles on the market today. Each manual contains easy to follow step-by-step instructions linked to hundreds of photographs and illustrations. Included in every manual: troubleshooting section to help identify specific problems; tips that give valuable short cuts to make the job easier and eliminate the need for special tools; notes, cautions and warnings for the home mechanic; color spark plug diagnosis and an easy to use index.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Four Stars
By Nicole A Brown
Didn't have all of the info that I needed.

0 of 0 people found the following review helpful.
Chilton Manual CJ7
By Dennis G. Jones
I usually have more than one manual for my vehicles. Typically Chilton is one of them. This particular book was not the usual quality. For some reason the book...when received had pages already separated for the spine. Shipping the item back is a pain....
Receiving a manual in a large Manilla Envelope...and with all forms of mail service...I suspect the shipping damaged the spine.
Lesson learned. Content and detail...as usual.

0 of 0 people found the following review helpful.
He told me the details of this manuel is Great. Thank you
By Amazon Customer
My son is restoring his dad's 1974 CJ. He told me the details of this manuel is Great. Thank you.

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