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- David Lax is an American negotiation expert, author, speaker, statistician and academic. He is currently a Distinguished Fellow at the Harvard Negotiation Project, Managing Principal of Lax Sebenius LLC, a firm that advises companies and governments in challenging and complex negotiations, and a former professor at Harvard Business School. Lax began his career as a professor at Harvard Business School where he co-founded and directed the Harvard Negotiation Roundtable. After working on Wall Street, he co-founded Lax Sebenius LLC. He has taught and continues to teach in executive programs on negotiation at Harvard Law School and Harvard Business School. He is co-author with Professor James K. Sebenius of Harvard Business School of 3D Negotiation (2006) and The Manager as Negotiator (1986). The 3D Negotiation approach draws on both academic research in decision analysis, game theory and cognitive and social psychology but also on years of experience advising in complex negotiations and studying great negotiators. Prior research and prescriptive advice on negotiation imagined that the parties, their interests and their Best Alternatives to Negotiated Agreement (BATNAs) were fixed and looked at how to predict outcomes or give advice to negotiators in that situation. Lax and Sebenius observed that negotiators frequently have much greater leverage on the outcome of negotiations by setting up the situation so that face-to-face negotiations have a much higher probability of producing a favorable outcome than they have from better at-the-table tactics. Most recently, Lax and Sebenius have focused on the role of social media in shaping negotiations, particularly those in the public eye. In 2021, they co-authored a paper with Ben Cook and Paul Levy presenting a framework for understanding what they call "The Unexplored Power of Social Media in Negotiation," which they later expanded on in a Harvard Business Review article that suggested a "Playbook for Negotiators in the Social Media Era." (en)
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- 16628 (xsd:nonNegativeInteger)
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- BA, Princeton University (en)
- PhD, Harvard University (en)
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- Consultant, author, entrepreneur, lecturer (en)
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- David Lax is an American negotiation expert, author, speaker, statistician and academic. He is currently a Distinguished Fellow at the Harvard Negotiation Project, Managing Principal of Lax Sebenius LLC, a firm that advises companies and governments in challenging and complex negotiations, and a former professor at Harvard Business School. (en)
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