David Lax, James Sebenius. 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (4/5)

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This is another book by Harvard professors based on the university research. Unlike the above mentioned works where the authors focused on the negotiators themselves and the search of agreement, Lax and Sebenius suggest taking a look at the bigger picture: they are the first to encompass the whole scene and include not only the things that are happening at the table, but also the way the table itself is laid.

A skillful negotiator will organize the scene in such a way that the price of disagreement is high.

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Written by Nathaniel Fried

Co-founder of Fupping. Busy churning out content and building an empire.

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