“One dimensional (1-D) negotiators” appreciate the obvious truth that negotiation is an interpersonal and tactical process. Interpersonal Process and Tactics, “At the Table.”.Sebenius on “ 3-D Negotiation: Playing the Whole Game.” There is a longer pre-publication draft available with an extensive reference section at Why The Term “3D Negotiation” (excerpt from Jan-29-2003 draft) See also the Nov-1-2003 Harvard Business Review Article by David A. Sequence is Key to Maximizing Bargaining Power.Setup – Right Party, Right Issue, Right Sequence, Right Time.Deal Design – Crafting a Deal That Creates Lasting Value.Tactics – Interactions at the Bargaining Table.We cover the key elements of a successful deal: When you know what you need and you have put a broader strategy in place, then negotiating tactics will flow.” Charlene Barshefsky (quoted in 3D Negotiations) Many people mistake tactics for the underlying substance and the relentless efforts away from the table that are needed to set up the most promising possible situation once you face your counterpart. “Tactics at the table are only the cleanup work. Managed dozens of product launches targeting consumers, enterprises, and OEMs in the Internet, gaming, mobile, enterprise networking, web, and consumer markets. Drove 150+ distribution deals, acquisitions, corporate relationships, and venture financings ($32M) in 15+ countries. Proven track record of effective marketing and sales strategy, business planning, and execution of successful technology ventures.
Steve Mock Founder or management team of 5 venture-backed start ups.
We have added Steve Mock as a panelist for our next Business Impact Book Club on “3D Negotiation” a 2003 Harvard Business Review Article by David Lax and James Sebenius. Acting entrepreneurially, away from the table, they ensure that the right parties are approached in the right order to deal with the right issues, by the right means, at the right time, under the right set of expectations, and facing the right no-deal options.” David Lax and James Sebenius in “3D Negotiations” “3-D negotiators reshape the scope and sequence of the negotiation process to achieve the desired outcome. You can now view the recorded session Book Club For Business Impact: 3D Negotiationīusiness Book Club: 3D Negotiation by Lax & Sebenius Some Notes on the 3D Negotiation Webinar
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