Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Negotiators must pay special heed to their behavior away from the table as well. Here, the authors offer a new vision of three-pronged negotiating techniques.
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