ABSTRACT
Acting opportunistically means being flexible and ready to change one's ideas in order to get the best results. Only effective preparation and focused action make the difference in one's experience, the best preparation is mastering the principles of 3D Negotiation. Another way of thinking about the overall goal and purpose of business negotiation is to think about, maximizing value, solve problems and avoid failure. Maximizing value means putting new value creation before distribution of resources and rewards. Solving problems means creatively removing barriers to agreement and developing value-creating ideas. Avoiding failure means designing agreements that are workable, enforceable and profitable. Wise negotiators start by building relationships and sharing information carefully. Every negotiation, successful or unsuccessful, is a source of learning. People need to analyze the process in detail in the middle of and again shortly after completion of the negotiation.
