Chapter Fourteen
Map Backward to Craft a 3-D Strategy
WHERE ARE YOU, and where do your negotiations stand?
You’ve mapped all the parties, their interests, and no-deal options. You’ve assessed the sequence and basic process choices, as well as the deal design and tactics. Your 3-D barriers audit is complete. Now you must craft a 3-D strategy to overcome the barriers you’ve identified in order to realize the potential for agreement.
By a 3-D strategy, we mean an aligned combination of moves at the table, on the drawing board, and away from the table. Setup moves will help you put the most favorable situation in place. Deal-design moves will help you design value-creating agreements. Given the right provisional setup and deal design, you’ll be ...
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