3-d Negotiation

by Lax, David A.

• ISBN13: 9781591397991
• ISBN10: 1591397995
• Edition: 1st
• Format: Hardcover
• Copyright: 2006-10-30
• Publisher: Harvard Business School Pr

Summary

Stuck in a win-win versus win-lose debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the first dimension of Lax and Sebenius's pathbreaking 3-D Negotiation approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their second dimension deal design systematically unlock economic and non-economic value by creatively structuring agreements. But what sets the 3-D approach apart is its third dimension: setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, 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. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D NEGOTIATION demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

Table of Contents

Introduction	1	(6)
Part One: Overview
3-D Negotiation in a Nutshell
ONE Negotiate in Three Dimensions	7	(14)
TWO Do a 3-D Audit of Barriers to Agreement	21	(14)
THREE Craft a 3-D Strategy to Overcome the Barriers	35	(18)
Part Two: Set Up the Right Negotiation
"Away from the Table"
FOUR Get All the Parties Right	53	(16)
FIVE Get All the Interests Right	69	(16)
SIX Get the No-Deal Options Right	85	(14)
SEVEN Get the Sequence and Basic Process Choices Right	99	(20)
Part Three: Design Value-Creating Deals
"On the Drawing Board"
EIGHT Move "Northeast"	119	(16)
NINE Dovetail Differences	135	(14)
TEN Make Lasting Deals	149	(14)
ELEVEN Negotiate the Spirit of the Deal	163	(18)
Part Four: Stress Problem-Solving Tactics
"At the Table"
TWELVE Shape Perceptions to Claim Value	181	(24)
THIRTEEN Solve Joint Problems to Create and Claim Value	205	(22)
Part Five: 3-D Strategies in Practice
"Let Them Have Your Way"
FOURTEEN Map Backward to Craft a 3-D Strategy	227	(10)
FIFTEEN Think Strategically, Act Opportunistically	237	(18)
Notes	255	(14)
Authors' Note	269	(6)
Index	275	(10)
About the Authors	285