Leadership negotiation. Summary Chapter 12

Summary Chapter 12
Negotiation – Best practices in negotiations

Chapter 12 discussed best practices in negotiations. They are;

• Be prepared
• Diagnose the fundamental structure of the negotiation
• Identify and work the BATNA
• Be willing to walk away
• Master the key paradoxes of negotiation
• Remember the intangibles
• Actively manage coalitions
• Savor and protect your reputation
• Remember that fairness and rationality are relative
• Continue to learn from experience

I find these best practices very relevant to what I have seen during negotiations. Applying these practices will go a long way toward successful outcomes. I especially value "Be prepared". Being prepared gives the negotiator an edge in influencing negotiations.