Subtitled, )Powerful Tools To Change The Game In Your Most Important Deals(. Ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This title demonstrates how superior setup moves and deal designs can enable you to reach remarkable agreements at the table. Introduction 1(6) Part One: Overview 3-D Negotiation in a Nutshell ONE Negotiate in Three Dimensions 7(14) TWO Do a 3-D Audit of Barriers to Agreement 21(14) THREE Craft a 3-D Strategy to Overcome the Barriers 35(18) Part Two: Set Up the Right Negotiation Away from the Table FOUR Get All the Parties Right 53(16) FIVE Get All the Interests Right 69(16) SIX Get the No-Deal Options Right 85(14) SEVEN Get the Sequence and Basic Process Choices Right 99(20) Part Three: Design Value-Creating Deals On the Drawing Board EIGHT Move Northeast 119(16) NINE Dovetail Differences 135(14) TEN Make Lasting Deals 149(14) ELEVEN Negotiate the Spirit of the Deal 163(18) Part Four: Stress Problem-Solving Tactics At the Table TWELVE Shape Perceptions to Claim Value 181(24) THIRTEEN Solve Joint Problems to Create and Claim Value 205(22) Part Five: 3-D Strategies in Practice Let Them Have Your Way FOURTEEN Map Backward to Craft a 3-D Strategy 227(10) FIFTEEN Think Strategically, Act Opportunistically 237(18) Notes 255(14) Authors' Note 269(6) Index 275(10) About the Authors 285