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July 24, 2016 / compassioninpolitics

My summary of the concepts in 3D Negotiation

1. Away from the table tactics
2. Backwards mapping
3. Value net
4. Perceived fairness & ego (p. 76-77)
5. Map the parties (identify blockers & allies)
6. p. 166
7. p. 215-216 (barriers, gut, fairness, people) my interp
8. Map differences (possible exercise)
9. Develop a no deal option.(possible exercise)
10. Identify barriers
11. Make it sustainable/Make lasting deals (entire chapter)
12. Anticipate their fairness arguments

Two other sources:
1) Look at the Index
2) Look at title page for more (note to self)

Challenges/Disadvantages:
1. Seems to be primarily for complex deals
2. Seems to be primarily for legal & political deals–although economic ones are certainly included (probably 1/2 to 2/3rds of the examples)

Concepts:
1. Brainstorm, Document, Checklist, Reminder, Note taking, Visual (maps)

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