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.
