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The Personal MBA: The Book

Master the Art of Business - by Josh Kaufman, founder of PersonalMBA.com

Three Dimensions of Negotiation

This is a preview of a concept contained in The Personal MBA by Josh Kaufman, a book that will help you master the fundamentals of business, hone your business instincts, and save a fortune in tuition. The Personal MBA distills the most powerful principles of business and delivers them quickly and concisely. Order your copy now…

What are the “Three Dimensions of Negotiation”?

“The first thing to decide before you walk into any negotiation is what to do if the other fellow says no.” — Ernest Bevin, former British secretary of state for foreign affairs

Key Points:

  • The Three Dimensions of Negotiation are setup, structure and discussion.
  • Setup involves setting a stage for a positive outcome of the negotiation. The environmental factors play a huge role in the negotiation, so it pays to do appropriate research to gain as much knowledge as possible about your negotiating partner.
  • Structure is the terms of the proposal. By thinking on the Structure of your proposal in advance, you can have valuable options for your partner to consider, and eventually reach Common Ground.
  • Discussion is actually presenting the offer to the other party. This is where you work on the details, remove Barriers to Purchase, and more. Discussion continues until the parties reach an agreement or quit negotiating.
  • Prepare the Three Dimensions of Negotiation to increase greatly the chances of reaching an agreement that benefits both parties.

Questions for Consideration:

  • Have you thought through the set-up of your deal? How will you structure and frame your proposal?
  • What’s your plan walking into the discussion phase?
  • How can you prepare as thoroughly for this negotiation as possible, given your available time?

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