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Dovetail Differences: Designing Value-creating Deals
Book chapter
-
Reference no. 7996BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Abstract

According to the authors, the most frequently overlooked sources of value in an agreement arise from differences or complementarities rather than common ground among interested parties. This chapter shows you how to develop an inventory of all the ways you differ from your negotiating counterparts, and to use those differences to produce joint gains. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.
Thumbnail image for product with reference number 7983BC
Negotiate in Three Dimensions
Book chapter
-
Reference no. 7983BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7985BC
Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation
Book chapter
-
Reference no. 7985BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7986BC
Get All the Parties Right: Setting up the Right Negotiation
Book chapter
-
Reference no. 7986BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 20 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7987BC
Get All the Interests Right: Setting up the Right Negotiation
Book chapter
-
Reference no. 7987BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7988BC
Get the No-deal Options Right: Setting up the Right Negotiation
Book chapter
-
Reference no. 7988BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7994BC
Get the Sequence and Basic Process Choices Right: Setting up the Right Negotiation
Book chapter
-
Reference no. 7994BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 22 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7995BC
Move 'Northeast': Designing Value-creating Deals
Book chapter
-
Reference no. 7995BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7997BC
Make Lasting Deals: Designing Value-creating Deals
Book chapter
-
Reference no. 7997BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 17 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7998BC
Negotiate the Spirit of the Deal: Designing Value-creating Deals
Book chapter
-
Reference no. 7998BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 21 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 8004BC
Shape Perceptions to Claim Value: At-the-table Tactics for Negotiators
Book chapter
-
Reference no. 8004BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 27 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 8005BC
Solve Joint Problems to Create and Claim Value: At-the-table Tactics for Negotiators
Book chapter
-
Reference no. 8005BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 24 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 8006BC
Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice
Book chapter
-
Reference no. 8006BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 12 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 8007BC
Think Strategically, Act Opportunistically: 3-D Negotiation in Practice
Book chapter
-
Reference no. 8007BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 21 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 8008BC
Do a 3-D Audit of Barriers to Agreement
Book chapter
-
Reference no. 8008BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 18 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details

About

Abstract

According to the authors, the most frequently overlooked sources of value in an agreement arise from differences or complementarities rather than common ground among interested parties. This chapter shows you how to develop an inventory of all the ways you differ from your negotiating counterparts, and to use those differences to produce joint gains. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.

Related

Thumbnail image for product with reference number 7983BC
Negotiate in Three Dimensions
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Reference no. 7983BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Thumbnail image for product with reference number 7985BC
Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation
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Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
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Published in: 2007
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Get All the Parties Right: Setting up the Right Negotiation
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Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
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Get All the Interests Right: Setting up the Right Negotiation
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Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
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Get the No-deal Options Right: Setting up the Right Negotiation
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Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 16 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Get the Sequence and Basic Process Choices Right: Setting up the Right Negotiation
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Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
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Thumbnail image for product with reference number 7995BC
Move 'Northeast': Designing Value-creating Deals
Book chapter
-
Reference no. 7995BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 19 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 7997BC
Make Lasting Deals: Designing Value-creating Deals
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Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
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Published in: 2007
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Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Negotiate the Spirit of the Deal: Designing Value-creating Deals
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Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
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Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Shape Perceptions to Claim Value: At-the-table Tactics for Negotiators
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Reference no. 8004BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 27 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
View full details
Thumbnail image for product with reference number 8005BC
Solve Joint Problems to Create and Claim Value: At-the-table Tactics for Negotiators
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Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 24 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
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Published in: 2007
Length: 12 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
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Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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Thumbnail image for product with reference number 8008BC
Do a 3-D Audit of Barriers to Agreement
Book chapter
-
Reference no. 8008BC
Authors: David A Lax (Lax Sebenius LLC); James K Sebenius (Lax Sebenius LLC)
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007
Length: 18 pages
Topics: Agreements; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning
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