By David A. Lax
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Extra resources for 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
These moves take place entirely away from the table. In a nutshell, here is what we mean by setup: negotiation involves moves away from the table to set up the most promising situation once you’re at the table. Before taking a seat at the table, the 3-D Negotiator has taken advantage of powerful negotiation principles—carefully developed in later chapters—to create the optimum conditions before the parties face each other directly. In other words, the table has been set well before the tactical interplay (the focus of win-win and win-lose negotiators) begins.
Each of these three categories of flaws calls for its own countermeasures. First, you should map the scope: all the parties, their interests, and their no-deal options. Second, you should check the sequence. And third, you should check basic process choices for hidden flaws. Let’s look at each in turn. Mapping All the Parties and Their No-Deal Options Mapping the parties and their interests is a vital step that many would-be negotiators tend to rush by. How hard can this be, they ask? There’s me, and there’s the guy across the table, and we’re settling on the right price.
LockStore management did not—and failed. Sequence flaws, by contrast, are problems with the order in which the negotiation is to unfold. Mistakes can be made, for example, as to which parties are approached first or the order in which issues are dealt with, that can stymie or kill an unfolding negotiation. And finally, basic process choice flaws can include problems with the way a negotiation is organized. For example, there may be no provision for useful joint fact finding or for a third party, such as a mediator, to support the process, when such features could have been helpful.