Book description
Table of contents
- Praise
- Title Page
- Copyright Page
- Table of Contents
- Introduction
-
Part One - Overview
- Chapter One - Negotiate in Three Dimensions
-
Chapter Two - Do a 3-D Audit of Barriers to Agreement
- LockStore: The 3-D Audit That Should Have Happened
- Assessing Setup Barriers
- Mapping All the Parties and Their No-Deal Options
- Assessing No-Deal Options
- Checking the Sequence and Process Choices
- Assessing Deal-Design Barriers
- Assessing Tactical and Interpersonal Barriers
- Two Cross-Cutting Barriers to Be on Guard Against
- Getting from Here to There
- 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
- Sketching the All-Party Map: The Seven Key Questions
- Have You Included the Highest-Value Players?
- Have You Mapped All the Potentially Influential Players?
- Have You Included Those Involved in the Decision-Making and Governance Processes?
- Have You Mapped Influential Parties with the Wrong Incentives?
- Have You Anticipated Negotiations with Those Who Must Approve the Deal?
- Have You Considered Those Who Must Implement the Deal?
- Are There Too Many Parties?
- From Parties to Interests
- Chapter Five - Get All the Interests Right
-
Chapter Six - Get the No-Deal Options Right
- Determine If a Zone of Possible Agreement Exists
- Make Sure They Believe You Can Walk Away
- Protect Your No-Deal Options
- Under Very Special Circumstances, Consider Strategically Worsening Your No-Deal Option
- Analyze Each Side’s Best No-Deal Option to Determine the Potential Role for Negotiation
- The Power of No-Deal Options—and Your Understanding of Them
- Chapter Seven - Get the Sequence and Basic Process Choices Right
-
Chapter Four - Get All the Parties Right
- Part Three - Design Value-Creating Deals
-
Part Four - Stress Problem-Solving Tactics
-
Chapter Twelve - Shape Perceptions to Claim Value
- How to Prepare for a Price Deal
- Learn About the True ZOPA
- Focus on the Opportunity, Rather Than the Downside
- Set an Ambitious Target Price
- Should You Make the First Offer and, If So, at What Price?
- The Anchoring Effect
- Recognize and Use Key Steps of the Negotiation Dance
- Meta-Anchoring: Framing the Whole Negotiation
- Back to Creating and Claiming Value
- Chapter Thirteen - Solve Joint Problems to Create and Claim Value
-
Chapter Twelve - Shape Perceptions to Claim Value
- Part Five - 3-D Strategies in Practice
- Authors’ Note
- Notes
- Index
- About the Authors
Product information
- Title: 3-d Negotiation
- Author(s):
- Release date: August 2006
- Publisher(s): Harvard Business Review Press
- ISBN: 9781422143445
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