From One Dimension to Three Dimension

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In 3D Negotiation, Lax and Sebenius contend that "by establishing and maintaining multiple perspectives on a bargaining process, you will be a far more successful negotiator." (p 38) Their contribution to the literature on the subject was a cognitive frame and a comprehensive set of processes referred to as "3D negotiation". According to 3D negotiatio, there are three dimensions of any negotiation, but most negotiators pay attention to only one. This dimension is referred to as the "First Dimension" and consists of the tactics "at the table". The two other, often ignored, dimensions include deal design (the "Second Dimension") and the pre-negotiation set up (the "Third Dimension"). Taken together these three dimensions provide the broad perspective necessary to successfully achieve your negotiation goals.


Lax, David A. & Sebenius, James K., 2006, 3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals[1], Harvard Business School Press, Boston, MA

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