Chapter Seven
Get the Sequence and Basic Process Choices Right
UP TO THIS POINT, we’ve concentrated on defining the right scope for your negotiations—in other words, defining the parties, issues, interests, and best no-deal options correctly. The last two items in this “setup” section of 3-D Negotiation are sequence and basic process choices. Getting these right also helps set the table for favorable negotiations.
An example from our own experience illustrates the importance of these factors. Not long ago, a U.S. auto parts manufacturing firm called us for urgent help with its faltering joint-venture negotiations in Mexico. Having determined that setting up a Mexican JV was a strategic priority, the U.S. firm had researched the industry and ...
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