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
Like any good bargainer, a 3-D Negotiator must master the tactical, at-the-table, face-to-face techniques that rely on effective communications and interpersonal skills. But as we’ve said, 3-D Negotiation involves not one, but three dimensions, all of which are in play more or less concurrently throughout an effective negotiation. The three dimensions are: Tactics Deal design Setup By now, you’ve already got a sense of tactics—at least of the win-win and win-lose kind. The second dimension, deal design, will likely be somewhat familiar to you as we begin to shift our focus away from one-dimensional moves at the table.
They sit down at the bargaining table intending to walk away not only with their share of the goodies, but most of yours, too. Win-win negotiators, by contrast, have for some time now represented the new way. They promise innovative solutions, more value, and better relationships. 1 Win-win types don’t sit around cooking up unilateral ways to get more than their fair share at the table; they’d rather engage in joint brainstorming sessions to come up with creative solutions that “make the pie bigger” for all.
More precisely, what were the barriers to agreement? We usually advise starting a 3-D audit with a look at the setup, the third dimension that generally encompasses the others. For now, however, let’s reverse the order and start with the more familiar first dimension: tactics and interpersonal factors at the table. In LockStore’s case, were dull engineering personalities the culprits? Not knowing just the moment to look the buyer right in the eye and drive to close? No. These interpersonal issues (it later became clear) had nothing to do with the string of turndowns.
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax