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
By now, you should be getting a better sense of what we mean by the second dimension in our 3-D scheme: deal design on the drawing board. While our first dimension, tactics, focuses mainly on the interpersonal process at the table, deal design shifts toward substance and outcomes, often significantly away from the table itself. The 3-D Focus on Setup The third dimension, setup moves—often the most potent actions a 3-D Negotiator can take—completes the shift in focus. These moves take place entirely away from the table.
Let’s use the terminology from the last chapter: Are setup flaws blocking your desired agreement? Deal-design issues? People problems? Don’t jump to the conclusion that it’s purely a price gap, or that cultural differences are getting in the way, or that those people across the table are simply unreasonable. 1 We use the term audit to underscore the fact that what’s needed is a systematic assessment of the situation in terms of its setup, deal design, and tactics. In this chapter, we’ll show you how to perform this kind of assessment.
They “set the table”—ensuring that the right parties have been approached, in the right sequence, to deal with the right issues that engage the right set of interests, at the right table or tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal. If the setup at the table isn’t promising, this calls for moves to reset it more favorably. As we’ll show you, a superior setup plus the right tactics can yield remarkable results that would be unattainable by purely tactical means, however skillful.
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax