3-d Negotiation

Chapter Twelve

Shape Perceptions to Claim Value

UP TO THIS POINT, we’ve emphasized setting up the right negotiation (our third dimension, “away from the table”) and designing value-creating deals (our second dimension, “on the drawing board”). While plenty of table tactics have found their way into our discussion so far (such as probing behind positions for interests), we’re now at the table itself. In this and the next chapter, we focus on the tactical and face-to-face aspects (our first dimension, “at the table”).

The headline for the discussion of our first dimension is “Stress Problem-Solving Tactics.” In this chapter, we start with advice on a critical—but narrow—tactical “problem.” Specifically, how do you “claim value” at the table? What ...