The Three Negotiations
Negotiate within each negotiation autonomously
Maximize impact with creative options
Use Case: Tailor solutions to different interests
Purpose
Address specific interests with adequate options to avoid inappropriate trades that might create perverse incentives or reward bad behavior.
When to Use
When coming up with options, as part of a brainstorming exercise, or to add further ideas to an initial generation of options.
References
Horacio Falcão, Value Negotiation: How to Finally Get the Win-Win Right (2010), pp. 74-81