Pt. 1 Overview : 3-D negotiation in a nutshell
1 Negotiate in three dimensions
2 Do a 3-D audit of barriers to agreement
3 Craft a 3-D strategy to overcome the barriers
Pt. 2 Set up the right negotiation : "away from the table"
4 Get all the parties right
5 Get all the interests right
6 Get the no-deal options right
7 Get the sequence and basic process choices right
Pt. 3 Design value-creating deals : "on the drawing board"
8 Move "northeast"
9 Dovetail differences
10 Make lasting deals
11 Negotiate the spirit of the deal
Pt. 4 Stress problem-solving tactics : " at the table"
12 Shape perceptions to claim value
13 Solve joint problems to create and claim value
Pt. 5 3-D strategies in practice : "let them have your way"
14 Map backward to craft a 3-D strategy
15 Think strategically, act opportunistically