James K. Sebenius is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and now teaches advanced negotiation to students and senior executives, and cofounder of Lax Sebenius LLC, a negotiation strategy and consulting firm. Formerly on the faculty of Harvard's Kennedy School, he chairs the Harvard-MIT-Tufts Great Negotiator Award program, and serves as the Director of the Harvard Negotiation Project at Harvard Law School.
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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. Persuasive tactics are only the 'first di... SEE MORE