Chapter 12: Best Practices in Negotiations

Question 1

What are the 10 practices for negotiators?

Answer 1

1) Be prepared.
2) Diagnose the fundamental structure of the negotiation. (distributive or integrative)
3) Identify and work the BATNA
4) Be willing to walk away
5) Master the key paradoxes of negotiation
6) Remember the intangibles (pride, etc.)
7) Actively manage coalitions- those against you, for you, and unknown
8) Savor and protect your reputation
9) Remember that rationality and fairness are relative.
10) Continue to learn from your experience.

Question 2

What are some key paradoxes of negotiation?

Answer 2

• claiming value versus creating value
• sticking by your principles vs being resilient enough to go with the flow
• sticking with your strategy vs opportunistically pursuing new options
• being too honest and open versus being too closed and opaque
• being too trusting versus being too distrusting