Chapter Two

Do a 3-D Audit of Barriers to Agreement

HOW DO YOU GET the agreement you want?

Start with a clear understanding of what you want. What are the broad outlines of the deal you hope to do? Then, you develop a clear picture of where things stand today. Based on that picture, you ask and answer the question: what stands between you and reaching the full potential of the agreement you have in mind? Then you work backward from your understanding of those barriers to develop a negotiating strategy. To address the basic barriers question, “What’s in the way of the ideal agreement?” let’s use the terminology from the last chapter: Are setup flaws blocking your desired agreement? Deal-design issues? People problems?

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