Stuck inside a ‘win-win versus win-lose’ mind-set, most negotiators focus on the face-to-face procedure at the table. In 3-D Negotiation, David Lax and Wayne Sebenius urge bargainers to appearance beyond tactics at the table. Persuasive tactics are only the ‘1st dimension’ from the authors’ path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers. Through moves in the ‘second dimension’, deal design, 3-D negotiators learn how to unlock economic and noneconomic worth about 3-D Negotiation: Powerful Equipment for Changing the overall game in Your Most Important Offers by systematically envisioning and artistically structuring agreements.

But what really sets the 3-D strategy apart, is its ‘third dimensions’, is setup. Before turning up at a bargaining program, 3-D negotiators ‘place the desk’ by organizing the most promising feasible scenario – laying the groundwork for adroit tactical interplay later on. Acting away from the table, the bargainers make sure that the right celebrations have been approached in the proper sequence, to cope with the right issues, engaging the right set of passions, at the proper desk, at the right time, under the right targets, and facing the right no-deal choices. This new arsenal of goes away from the table often exerts the greatest impact on the negotiated end result.

Packed with practical steps and interesting examples, 3-D Negotiation enables you to reach remarkable agreements once you reach the table – deals that would be unattainable by standard tactics, regardless of how skilful.