lntroduction

Part One: Overview
3-D Negotiation in a Nutshell

ONE Negotiate in Three Dimensions
TWO Do a 3-D Audit of Barriers to Agreement
THREE Craft a 3-D Strategy to Overcome the Barriers

Part Two: Set Up the Right Negotiation
“Away from the Table"

FOUR Get All the Parties Right
FIVE Get All the interests Right
SIX Get the No-Deal Options Right
SEVEN Get the Sequence and basic process Choices Right

Part Three: Design Value-Creating Deals
"On the Drawing Board"

EIGHT MOVE “Northeast”
NIN E Dovetail Differences
TEN Make Lasting Deals
ELEVEN Negotiate the Spirit of the Deal

Part Four: Stress Problem-Solving Tactics
“At The Table”

TWELVE Shape Perceptions to Claim Value
THIRTEEN Solve Joint Problems to Create and Claim Value

Part Five: 3-D Strategies in Practice
“Let Them Have You Way”


FOURTEEN Map Backward to Craft a 3-D Strategy
FIFTEEN Think Strategically, Act Opportunistically