3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David Lax and James Sebenius - ISBN 1591397995 - HBS Press 2006

Motivation

Read Getting To Yes (mentioned in this book) and having to read it for MBE10.

Pre-reading model

Draw a schema (using PmGraphViz or another solution) of the situation of the area in the studied domain before having read the book.

Reading

• 1 Introduction to Template
  • "interesting quote." (p1)
  • note
  • ...
• 2 Interesting thing
  • (p20)

See also

• Getting To Yes
• 3D negotiation "approach created by James Sebenius and David Lax to describe a model that focuses on three aspects of negotiation: tactics, deal design, and setup." in the glossary of Program on Negotiation (PON), Harvard Law School
• Review by John Baker, Negotiator Magazine
• Book Summary by Brett Reeder, Conflict Research Consortium
• Negotiation Theory Stanford University 2001
  • cf lecture 9 Negotiation Theory and 10 Negotiation Practice of International Environmental Politics by Ronald Mitchell, University of Oregon

Overall remarks and questions

• this? that?

Synthesis

So in the end, it was about X and was based on Y.

Critics

Point A, B and C are debatable because of e, f and j.

Vocabulary

(:new_vocabulary_start:) new_word (:new_vocabulary_end:)

Post-reading model

Draw a schema (using PmGraphViz or another solution) of the situation of the area in the studied domain after having read the book. Link it to the pre-reading model and align the two to help easy comparison.

Categories

• Business
• Unfinished

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