By David A. Lax

When discussing being caught in a "win-win vs. win-lose" debate, such a lot negotiation books specialize in face-to-face strategies. but, desk strategies are just the "first measurement" of David A. Lax and James okay. Sebenius' pathbreaking 3D Negotiation (TM) procedure, built from their a long time of doing bargains and studying nice dealmakers. strikes of their "second dimension"—deal design—systematically unencumber financial and noneconomic worth by means of creatively structuring agreements. yet what units the 3D method aside is its "third dimension": setup. earlier than displaying up at a bargaining consultation, three-D Negotiators make sure that the precise events were approached, within the correct series, to deal with definitely the right pursuits, less than the ideal expectancies, and dealing with the perfect outcomes of jogging away if there is not any deal. This new arsenal of strikes clear of the desk usually has the best influence at the negotiated consequence. choked with functional steps and circumstances, 3-D Negotiation demonstrates how stronger setup strikes plus insightful deal designs can assist you to succeed in striking agreements on the desk, impossible via average tactics.

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Value-creation falls into the “win-win,” or “non-zero-sum” aspect of the process, because value creation benefits all parties. But that’s only half the story. The 3-D Negotiator is also a master at claiming value. ” Obviously, there’s an inherent tension between the cooperative moves needed to create value jointly and the competitive moves that enable you claim value individually. Managing that tension is at the very heart of the art and science of negotiation. When those contradictory tugs are badly managed, things tend to break down quickly.

Because getting the parties and interests right opens up possibilities for value-creating trades that increase the chances for a successful negotiation. What do those people across the table really want? What can I offer that gives them what they want, but doesn’t cost me too much? It’s not easy, and negotiators frequently fumble this vital task. But guidelines for mapping all the parties and their interests have emerged, based on both practical experience and academic research; we’ll present those guidelines in subsequent chapters.

What does “setting the table” mean in this context? Simply put, it means acting to ensure that the right parties have been involved, in the right sequence, to deal with the right issues that engage the right set of interests, at the right table or tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal. Before worrying too much about tactics, the 3-D setup architect works hard to optimize these elements—the scope, sequence, and choices about the process itself—within which interpersonal dealing will play out.

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