10 Best Practices for Negotiation
1. Be prepared
2. Diagnose the fundamental structure of the negotiation
3. Work the BATNA (Best Alternative To Negotiated Agreement)
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 that rationality and fairness are relative
10. Continue to learn from the experience
Lewicki, R. J., Saunders, D. M., & Barry, B. (2011).Essentials of negotiation fifth edition. McGraw-Hill/Irwin.
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