My theory

Goal Consulting's effort to promote an effective negotiation theory in the fields of complex business deals and diplomatic negotiations is focused on the theory and practice of «Principled Negotiation» or «Negotiation on the Merits» which was developed by Roger Fisher and William Ury, within the academic research and training activities of the Program on Negotiation at Harvard Law School.

In recent years, the «Principled Negotiation» approach is very effectively enhanced by a cutting edge negotiation theory, which has been developed by HBS professors David Lax and James Sebenius at the Harvard Business School (HBS). It is the «3-Dimensional Negotiation Theory» or «3-D Negotiation» which gives a new dynamic character to the negotiation environment, deal design and tactics at the table, leaving behind traditional approaches to «one-dimensional negotiation» between winners and losers.

Finally, the 3-D negotiation approach gives strategic emphasis on effectively dealing with the tension between creating and claiming mutual long-term negotiation value.