Chapter Fifteen
Think Strategically, Act Opportunistically
AS A 3-D NEGOTIATOR, you have a clear, guiding objective: to create and claim value for the long term. Accomplishing this requires you to do a 3-D barriers audit to determine what stands between you and the deal you want. Doing that audit takes several steps:
- Assess setup barriers:
- Map all the parties, full set of their interests, and their best no-deal options.
- Check the sequence and basic process choices.
- Assess deal-design barriers.
- Assess tactical and interpersonal barriers.
To overcome these barriers, you map backward from the deal you want in order to craft a 3-D strategy. This means an aligned combination of moves away from the table, on the drawing board, and at the table ...
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