Overview: 3-D negotiation in a nutshell -- Negotiate in 3-D -- Do a 3-D audit of barriers to agreement -- Craft a 3-D strategy to overcome the barriers -- Set up the right negotiation, "away from the table" -- Get all the parties right -- Get all the interests right -- Get the no-deal options...

Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader “negotiation campaign” calls for a different focus and set of concepts: how to orchestrate...

President Richard M. Nixon was elected in 1968 with the widespread expectation that he would bring about an end to the costly and unpopular war in Vietnam. The task largely fell to National Security Adviser Henry Kissinger. When the negotiations began, North Vietnam appeared to have a winning...

A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is the view that each side's...

Conceptually located between decision analysis and game theory, the emergent field of "negotiation analysis" seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes assessment of the parties' underlying interests, alternatives to...