3-d Negotiation

Chapter Eight

Move “Northeast”

LET’S BRIEFLY REVIEW where we are, in the larger 3-D Negotiation landscape.

In part 1, we gave you an overview of our three dimensions and explained how those dimensions come together to inform and direct more effective negotiations. In part 2, we looked in depth at what we call the setup, or third dimension, which comprises most of the work that you do away from the table to get the parties, interests, no-deal options, sequence, and basic process choices right. In part 3, beginning with this chapter, we’re going to dig deeper into our second dimension: deal design. Some of the most important work in negotiation takes place “on the drawing board.” It involves one or more parties trying to create value—not only ...