By David A. Lax
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Additional info for 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
The 3-D Focus on Deal Design Here is deal design in a nutshell: negotiation involves the art and science of drawing up deals that create lasting value. Deal design employs a good old-fashioned tool—the drawing board—in new and productive ways. This is where the win-lose negotiator, in particular, comes up short. In the win-lose mind-set, the broad outlines of the deal are self-evident. So the core challenge of negotiating lies in choosing the best tactics to win—the best price, the most generous terms, or whatever.
A more impatient party can get more of the early money, while his more patient counterpart can get considerably more over a longer period. Differences in cost or revenue structure, tax status, or regulatory arrangements between two parties can be converted into gains for both. If one party mainly cares about how a deal looks to a key constituency, while the other focuses on substance, the right deal design can create value for both. Indeed, for a savvy deal designer, conducting a disciplined “differences inventory” is at least as important a task as identifying areas of common ground.
Title. 48-1992. Table of Contents Praise Title Page Copyright Page Introduction Part One - Overview Chapter One - Negotiate in Three Dimensions Chapter Two - Do a 3-D Audit of Barriers to Agreement Chapter Three - Craft a 3-D Strategy to Overcome the Barriers Part Two - Set Up the Right Negotiation Chapter Four - Get All the Parties Right Chapter Five - Get All the Interests Right Chapter Six - Get the No-Deal Options Right Chapter Seven - Get the Sequence and Basic Process Choices Right Part Three - Design Value-Creating Deals Chapter Eight - Move “Northeast” Chapter Nine - Dovetail Differences Chapter Ten - Make Lasting Deals Chapter Eleven - Negotiate the Spirit of the Deal Part Four - Stress Problem-Solving Tactics Chapter Twelve - Shape Perceptions to Claim Value Chapter Thirteen - Solve Joint Problems to Create and Claim Value Part Five - 3-D Strategies in Practice Chapter Fourteen - Map Backward to Craft a 3-D Strategy Chapter Fifteen - Think Strategically, Act Opportunistically Authors’ Note Notes Index About the Authors Introduction YOU’VE PICKED UP A BOOK on negotiation.