By David A. Lax
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Extra info for 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
So win-lose and win-win negotiators couldn’t be more different, right? Well, no. In fact, we see them as being very similar in a fundamental way: they are both one-dimensional negotiators. They both concentrate almost exclusively on the face-to-face and tactical aspects of negotiation. ). Negotiating advice from both camps focuses mainly on how best to deal directly with the other side. From the win-lose side of the house, this means tips on how to size up your opponent’s weak spots; who should make the first offer; how much to demand; how to persuasively overcome objections, decipher body language, and threaten to walk away; and how to profit from various ploys—the “powerless agent” story, the “good cop, bad cop” routine, and so on.
With the illustrative LockStore case in mind, we’ll work through a more systematic barriers audit, starting with the setup. Assessing Setup Barriers A flawed setup means less fertile ground for the kind of agreement you want. Setup problems can involve three aspects of the negotiation: scope, sequence, and basic process choices. Scope flaws mean the wrong parties, interests, and/or no-deal options. Experience teaches us that getting the scope right calls for more than a mechanical list; it requires a disciplined kind of imagination that the 3-D approach will help you develop.
Kennedy School of Government, author of The Art and Science of Negotiation and Negotiation Analysis, and coauthor of Smart Choices “Lax and Sebenius provide scholars and frontline negotiators with new and important insight in 3-D Negotiation. The authors, influenced by their extensive deal experience and strong analytic backgrounds, provide a clever new organization of issues that negotiators need to consider in important, complex negotiations. Lax and Sebenius highlight aspects on the negotiation process too often ignored or given insufficient attention by other authors—moves away from the table to set up and reset the negotiation most favorably.
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax