Strategic Negotiations: Dealmaking for the Long Term

One-dimensional (1D) negotiators seek interpersonal effectiveness, whether in person, by email, or on the phone. They focus on elements of the immediate negotiating process, such as:

• Employing the most appropriate bargaining styles
• Creating the right atmosphere and setting communication dynamics
• Building trust
• Framing issues attractively
• Persuading others
• Deciphering body language
• Bridging cultural differences

Two-dimensional (2D) negotiators relentlessly look beyond the interpersonal process to the underlying substance of the problem, identifying where potential value exists and how to build agreements that realize this value for both sides. They focus on the principles of deal-crafting—the engineering of value creation among potentially cooperative parties.

Three-dimensional (3D) negotiators know that once the bargaining table has been set, much of the game already has been played. They think hard about the architecture of the deal—how to set up and, if necessary, reset the table. Not only do 3D negotiators skillfully play the game as given, but they also act entrepreneurially on multiple planes to change the game and gain maximum advantage. They focus on issues such as:

• Who should be at the table? What is the best means to get them there? In what sequence and on what basis should they be approached?
• What set of issues should be discussed? Is it most productive to separate or combine issues?
• Which process is best?
• How should expectations be set?
• What are the no-deal alternatives?
• Should there be a series of tables, possibly linked, separated, sequenced, or arranged in parallel?