The first dimension, tactics, strategy, and other "at the table" concerns, are the focus of most negotiation books. One of the premises of 3-D negotiation is that successful setup and deal design "away from the table" create conditions for success at the table and minimize the need for potentially counterproductive hardball strategies.
Successful 3-D negotiators broaden the zone of possible agreements (ZOPA), are aware of cultural sensitivities and other motivating factors, develop trust, and focus on building relationships that allow for successful negotiations.
The Three Dimensions of Negotiation
| Focus | Common Barriers | Approach |
Tactics (people and processes) | Interpersonal issues, poor communication, "hardball" attitudes | Act "at the table" to improve interpersonal processes and tactics | |
Deal Design (value and substance) | Lack of feasible or desirable agreements | Go "back to the drawing board" to design deals that unlock value that lasts | |
Setup (scope and sequence) | Parties, issues, BATNAs, and other elements don't support a viable process or valuable agreement | Make moves "away from the table" to create a more favorable scope and sequence |
By taking the 3-D approach to negotiation, you may find yourself disclosing elements of your strategy to your partner, or you may not. While in some cases, it might be advantageous to inform your partner about moves you've made that will affect the scope of the deal, in other cases it may not be. This may seem counterintuitive to negotiators who are used to concealing their strategy during an aggressive negotiation.
Private-sector partners who out-negotiate their public-sector counterparts may win in the short term. But by failing to produce long-term value for both parties, they may have doomed the long-term prospects of the partnership, to say nothing of future partnerships. A long-term PPP strategy is contingent on maintaining viable returns for both parties over the long run and maintaining a reputation that enables partners to engage in future opportunities.