What stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common and complementary dimensions: tactics, or interactions at the bargaining table deal design, or the ability to draw up a deal at the table that creates lasting value and setup, which includes the structure of the negotiation itself. Sebenius Best Seller: FALSE Classic: FALSE Copyright Perm Flag: TRUE Educator Message Flag: FALSE Exclusive: FALSE Format Type Filter: Hardcover/Hardcopy (B&W) Format Type Filter: PDF Industry: Pharmaceutical industry Industry: Real estate industry Pages: 13 Primary Category: HBR Article Publish Date: NovemPublish Date Range: Older than 24 months Related Topics: Negotiation strategies Related Topics: Competitive strategy Special Value: FALSE Subcategory: Strategy & Execution Subject: Strategy & Execution SubjectList: Negotiation strategies,Competitive strategy Item: # R0311D Industry: Pharmaceutical industry Industry: Real estate industry Pages: 13 Publication Date: November 01, 2003 Below are the available bulk discount rates for each individual item when you purchase a certain amountĪuthor: David A.
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