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 (TM) 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.
Often we think of our negotiations – especially if they’re multi-party – in sequential order but in fact that may not necessarily be the most appropriate use of our time. We’re discussing with David how to address this differently. For even more about 3-D Negotiation, check out 3-D Negotiation: Playing the Whole Game by David Lax and James K. Sebenius.
Guest: David Lax
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