Chapter 12.Best Practices in Negotiation

Negotiation is a integral part of daily life. This chapter provides ten best practices for negotiators to improve their negotiation skills: 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. 6. Remember the intangibles. 7. Actively manage coalitions. 8. Savor and protect your reputation. 9. Remember the rationality and fairness are relative. 10. Continue to learn from the experience.