3-d Negotiation

Authors’ Note

WE SEE 3-D NEGOTIATION as a milestone on a professional journey that has spanned more than twenty-five years. In the early 1980s, we cofounded Harvard’s Negotiation Roundtable where, along with colleagues from many disciplines, we probed hundreds of deals and disputes for their most important lessons. At that early stage in our careers, we tried to advance much of the scholarly and practical work on negotiation in two main directions. First, we argued that the battle then raging between the (good, new) “win-win” and the (bad, old) “win-lose” approaches to negotiation was simply off the mark. In reality, all negotiations involve joint, cooperative moves to “create” value that are entwined with individual, competitive moves to “claim” ...