This chapter reflect on negotiation at broad level by providing 10 “best practices” for negotiators who which to continue to improve their negotiation skills.
Ten best practices for negotiators are as follow:
1. Be prepared: Good preparation means setting aspirations for negotiation that are high but achievable
2. Diagnose the fundamental structure of the negotiation: a distributive negotiation, an integrative negotiation, or a blend of the two
3. Identify and work the BATNA: three things should be done with respect to other negotiator’s BATNA – monitor carefully, remind other negotiator’s advantages, and suggest other negotiator.
4. Be willing to walk away: goal is achieving a valued outcome, not reaching an agreement per se.
5. Master paradoxes: the best way to manage paradox is to achieve a balance between the opposing forces
6. Remember the intangibles: intangibles frequently affect negotiation in a negative way
7. Actively manage coalitions: three types of coalitions and their potential effects – coalitions against you, coalitions that support you, and loose, undefined coalition that may materialize either for or against you.
8. Savor and protect your reputation: Reputation is fragile, important to build, easy to break and very hare to rebuild once broken.
9. Remember that rationality and fairness are relative
10. Continue to learn from the experience: the best negotiator should analyze each negotiation after it has concluded, to review what happened and what they learned.
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