Description
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- Praise
- Title Page
- Copyright Page
- Table of Contents
- Introduction
- Part One – Overview
- Chapter One – Negotiate in Three Dimensions
- Negotiating in One Dimension
- The 3-D Negotiation Alternative
- The 3-D Focus on Deal Design
- The 3-D Focus on Setup
- Financing Staples: Getting the Scope and Sequence Right
- Creating and Claiming Value
- Not One Dimension, but Three Dimensions
- Chapter Two – Do a 3-D Audit of Barriers to Agreement
- LockStore: The 3-D Audit That Should Have Happened
- Assessing Setup Barriers
- Mapping All the Parties and Their No-Deal Options
- Assessing No-Deal Options
- Checking the Sequence and Process Choices
- Assessing Deal-Design Barriers
- Assessing Tactical and Interpersonal Barriers
- Two Cross-Cutting Barriers to Be on Guard Against
- Getting from Here to There
- Chapter Three – Craft a 3-D Strategy to Overcome the Barriers
- 3-D Strategy: The Basics
- Set Up the Right Negotiation
- Design Value-Creating Deals
- Stress Problem-Solving Tactics
- Putting It Together: Acquiring a Division
- A Few Concluding Thoughts
- Part Two – Set Up the Right Negotiation
- Chapter Four – Get All the Parties Right
- Sketching the All-Party Map: The Seven Key Questions
- Have You Included the Highest-Value Players?
- Have You Mapped All the Potentially Influential Players?
- Have You Included Those Involved in the Decision-Making and Governance Processes?
- Have You Mapped Influential Parties with the Wrong Incentives?
- Have You Anticipated Negotiations with Those Who Must Approve the Deal?
- Have You Considered Those Who Must Implement the Deal?
- Are There Too Many Parties?
- From Parties to Interests
- Chapter Five – Get All the Interests Right
- The Prime Directive: Make Mapping Interests a Central Priority, Early and Often
- Two More Directives: Big Mistakes to Avoid
- Four Practices That Help You Get Interests Right
- Staying Out of Psychological Traps
- Remedies
- Chapter Six – Get the No-Deal Options Right
- Determine If a Zone of Possible Agreement Exists
- Make Sure They Believe You Can Walk Away
- Protect Your No-Deal Options
- Under Very Special Circumstances, Consider Strategically Worsening Your No-Deal Option
- Analyze Each Side’s Best No-Deal Option to Determine the Potential Role for Negotiation
- The Power of No-Deal Options—and Your Understanding of Them
- Chapter Seven – Get the Sequence and Basic Process Choices Right
- Get the Sequence Right
- Get the Basic Process Choices Right
- Good Basic Process Choices Make for Good Negotiations
- Part Three – Design Value-Creating Deals
- Chapter Eight – Move “Northeast”
- “Moving Northeast” to Create Value
- Deal-Design Principle #1: Dovetail Differences to Create Value
- Deal-Design Principle #2: Maximize the Total Net Pie
- Some Words for the Skeptics
- The “Negotiator’s Dilemma”: Productively Managing the Creating/Claiming Tension
- Chapter Nine – Dovetail Differences
- Dovetailing Differences in Forecasts (or Beliefs About the Future)
- Dovetailing Differences in Attitudes Toward Risk
- Dovetailing Differences in Attitudes Toward Time
- Dovetailing Differences in Other Arenas
- Bringing It All Together: The Example of Structured Settlements
- Imagine a World . . .
- Chapter Ten – Make Lasting Deals
- Change Happens—and That’s Often a Good Thing
- Design Your Agreements to Accommodate Predictable Change
- “Multiplex” Agreements to Protect Against Likely Vulnerabilities
- Make “Insecure Contracts” Secure
- Chapter Eleven – Negotiate the Spirit of the Deal
- The Underlying Social Contract
- The Ongoing Social Contract
- The Social Contract: The Risk Factors
- Dovetailing the Social and Economic Contracts
- Common Misperceptions About the Social Contract
- Part Four – Stress Problem-Solving Tactics
- Chapter Twelve – Shape Perceptions to Claim Value
- How to Prepare for a Price Deal
- Learn About the True ZOPA
- Focus on the Opportunity, Rather Than the Downside
- Set an Ambitious Target Price
- Should You Make the First Offer and, If So, at What Price?
- The Anchoring Effect
- Recognize and Use Key Steps of the Negotiation Dance
- Meta-Anchoring: Framing the Whole Negotiation
- Back to Creating and Claiming Value
- Chapter Thirteen – Solve Joint Problems to Create and Claim Value
- Ask, Listen, and Learn
- Divulge Information Strategically
- Foster an Appealing and Productive Negotiation Process
- Adopt a Persuasive Style
- Can You Write Their Victory Speech?
- Part Five – 3-D Strategies in Practice
- Chapter Fourteen – Map Backward to Craft a 3-D Strategy
- Back to 1912: The Roosevelt Campaign and Moffett Studios
- Six Lessons/Reminders from the Moffett Studios Saga
- “Begin wich the End”: Backward Mapping to Develop a 3-D Strategy
- Chapter Fifteen – Think Strategically, Act Opportunistically
- AOL, Microsoft, and Netscape: Negotiating the Browser Wars
- Kennecott in Chile: Negotiating Expropriation
- Concord Pulp and Paper: An Unfolding 3-D Negotiation
- Concluding Thoughts
- The 3-D Negotiator: Creative Setup Architect, Insightful Deal Designer, Persuasive Tactician
- Authors’ Note
- Notes
- Index
- About the Authors
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