When discussing being stuck in a "win-win vs. win-lose" debate, most
negotiation books focus on face-to-face tactics. Yet, table tactics are
only the "first dimension" of David A. Lax and James K. Sebenius'
pathbreaking 3-D Negotiation (TM) approach, developed from their decades
of doing deals and analyzing great dealmakers. Moves in their "second
dimension"—deal design—systematically unlock economic and noneconomic
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 has 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.