DRAFT: PLEASE DO NOT CITE OR QUOTE A 3-D View Of Negotiation Analysis: Interpersonal (Tactics), Substantive (Dealdesign), and Architectural (Gamecrafting)

1 Comments welcome; please contact me at [email protected]. I would like to thank David Lax, my long-time co-author and collaborator, with whom many of these ideas have been jointly developed, both conceptually but especially in terms valuable to practice; see our forthcoming book, 3-D Negotiation: Creating and Claiming Value for the Long Term. I am grateful also my colleagues in the Negotiation, Organization, and Markets unit at Harvard Business School, whose comments on seminar versions of these concepts have been valuable. Finally, I thank the Executive Committee of the International Association of Conflict Management, which invited me to give the keynote address to the 2002 IACM meeting, which articulated this 3-D conception and stimulated useful comments.