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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
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Abstract

This chapter explores the problems that arise when the social and economic contracts of a deal are at odds with each other and suggests ways to negotiate both so that they are independently strong, as well as mutually reinforcing. 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 7996BC
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
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 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

This chapter explores the problems that arise when the social and economic contracts of a deal are at odds with each other and suggests ways to negotiate both so that they are independently strong, as well as mutually reinforcing. 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
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 7996BC
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
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 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