Faculty: James K. Sebenius
Picture yourself at the negotiating table. You’ve mapped out your talking points, you have a contingency plan for the unexpected, and your sights are set on a specific outcome. What more could you have done to prepare?
James K. Sebenius addresses this question in this one-day bonus session, 3D Negotiation. While most negotiation strategies focus on one-dimensional bargaining-at-the-table tactics, the “3D Negotiation” approach—developed by Sebenius and David A. Lax—maps out the often-missing dimensions that underpin effective tactics: deal setup and design. You’ll learn how superior setup moves and the right tactics can yield remarkable results that cannot be attained through conventional tactics alone.
In this session, you will examine the three dimensions of effective negotiation:
- Tactics: Persuasive moves, made at the table, are the most familiar. Good tactics can make a deal; bad ones can break it.
- Deal design: Probe below the surface to uncover economic and noneconomic value. Learn the systematic approach to unlocking it for both parties.
- Setup: Make sure that the right parties have been approached, in the right sequence, to address the right interests—and know the right consequences that cause you to walk away.
You will emerge with a versatile roadmap for achieving the hallmarks of a successful deal: creating maximum value, claiming a full share of that value, and doing so for the long term.