Best Practics in Negotiation - N12

Summary-N12

This chapter reflects on negotiation at broad level by providing 10 “best practices”

1. Be Prepared

2. Diagnose the fundamental structure of the negotiation

3. Identify and work the BATNA

4. Be willing to walk away

5. Master paradoxes of negotiation

6. Remember the intangibles

7. Actively manage coalitions

8. Savor and protect your reputation

9. Remember that rationality and fairness are relative

10.Continue to learn from the experience.