James Sebenius and David Lax, co-authors of 3D Negotiation, share their thoughts on why negotiation is a core skill for all managers in this interview with Martha Lagace, senior editor of Harvard Business School’s Working Knowledge.
Offering examples of common mistakes made by negotiators, they explain how negotiators can improve their results by negotiating in three dimensions: creative deal design, set-up, and at-the-table tactics.
Sebenius, professor at Harvard Business School, and Lax, principal at Lax Sebenius LLC, will be offering a one-day workshop on “3D Negotiation” on September 22, 2011. For more information, click here.