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We Think in 3 Dimensions
Negotiation Management
Negotiation advice helps you with:
How do we proceed in a 3D negotiation consultation?
The term “3-D negotiation” was coined by David A. Lax and James K. Sebenius from Harvard Business School. Twenty years of negotiation experience flow into the 3-D concept they developed, which states that there are not just two, but three dimensions of effective negotiation. In our negotiation consulting, we focus on all three dimensions:
- mergers & acquisitions
- the planning of purchasing and sales strategies
- annual meetings with customers and suppliers
- salary negotiations and contract drafting
- de-escalation of critical situations
- sensitive issues whose outcome is monitored by the public
How do we proceed in a 3D negotiation consultation?
The term “3-D negotiation” was coined by David A. Lax and James K. Sebenius from Harvard Business School. Twenty years of negotiation experience flow into the 3-D concept they developed, which states that there are not just two, but three dimensions of effective negotiation. In our negotiation consulting, we focus on all three dimensions:
1. Dimension: We stake out the field together with you
When it comes to negotiating, most people probably think of the direct discussion: exchanging positions and finding a compromise that is acceptable to both parties. However, aspects such as communication, demeanor, body language, and negotiation tactics play at least as important a role.
2. Dimension: We support you with professional preparation
Negotiators decide as early as the preparation stage whether they see the other side as a partner or an opponent. They plan the negotiation objective, the arguments and possible concessions accordingly.
Information about the other side is obtained. Negotiating teams and their decision-making powers are defined, and a joint strategy is agreed. Good preparation is half the battle!
When it comes to negotiating, most people probably think of the direct discussion: exchanging positions and finding a compromise that is acceptable to both parties. However, aspects such as communication, demeanor, body language, and negotiation tactics play at least as important a role.
2. Dimension: We support you with professional preparation
Negotiators decide as early as the preparation stage whether they see the other side as a partner or an opponent. They plan the negotiation objective, the arguments and possible concessions accordingly.
Information about the other side is obtained. Negotiating teams and their decision-making powers are defined, and a joint strategy is agreed. Good preparation is half the battle!
TRAINING OFFERS
3. Dimension: How to gain support in pre-negotiations
In order to be even more successful in negotiations, negotiation professionals form coalitions, forge alliances, secure support from higher hierarchies or improve their BATNA (Best Alternative to a Negotiated Agreement).
Together with you, we examine all three dimensions of negotiation, so you will be ideally prepared.
Do you have any questions? Feel free to contact us!
In order to be even more successful in negotiations, negotiation professionals form coalitions, forge alliances, secure support from higher hierarchies or improve their BATNA (Best Alternative to a Negotiated Agreement).
Together with you, we examine all three dimensions of negotiation, so you will be ideally prepared.
Do you have any questions? Feel free to contact us!
We report on current topics in our blog - take a look!
Book tips
For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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