![]() ![]() Search beyond the existing deal on the table to find complementary capabilities and value that other players might add. In addition to skillfully handling tactical and substantive challenges, consider these guidelines to 3-D negotiation: Scan Widely Rather than playing the hand you’re dealt, you reshape the scope and sequence of the entire negotiation to your best advantage. They make sure that all the right parties are approached in the right order to deal with the right issues at the right time.ģ-D moves help you engineer deals that would otherwise be out of tactical reach. That’s why savvy 3-D negotiators work behind the scenes, away from the table, both before and during negotiations to set (and reset) the bargaining table. But by the time parties are sitting down to hammer out an agreement, most of the game has already been played. We’re trained to think that negotiation happens at the bargaining table-in the first dimension of interpersonal and process tactics-or at the drawing board-the second dimension, where the substance of the deal is hashed out. Like most of us, you may have waited too long to start negotiating. And you unlocked hidden value for all parties. You demonstrated astute cultural sensitivity. Why didn’t those last deals work out the way you expected? You brilliantly followed all the rules in negotiation manuals: You built enormous goodwill.
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