Dealcrafting: The Substance of Three-Dimensional Negotiations

Abstract

Abstract Much of our understanding of negotiation focuses on the process at the table involving a complicated set of interpersonal dynamics and strategies, or a “one-dimensional” approach to the subject. Conceptually independent of one-dimensional process factors is a second dimension of negotiation, “dealcrafting,” which focuses on substance in the effort to create joint value. A third dimension of negotiation, involving entrepreneurial moves “away from the table,” includes the first two dimensions but offers ways in which negotiators can change the game advantageously. Within this overall 3-D perspective, the second dimension (dealcrafting) calls for a relentless focus on creating maximum value and an equally relentless focus on differences as means to create joint gains. Following their description of the overall 3-D approach, the authors use numerous case examples to illustrate how principles of dealcrafting work in practice.