Three Dimensions of Negotiations
Negotiations Ninja Podcast
English - March 18, 2019 09:00 - 40 minutes - 36.9 MB - ★★★★★ - 116 ratingsCareers Business Education influence negotiation persuasion procurement purchasing sales Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: Stalling For Time in Negotiations
Next Episode: Developing Trust In Negotiations
This week David Lax, co-author of 3-D Negotiation joins us. Often negotiators get stuck in the win-win or win-lose debate and focus on face-to-face tactics (the first and second dimensions). What sets the 3-D approach apart is its "third dimension". Before showing up at a negotiation, 3-D experts ensure that the right parties have been engaged, 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.
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