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Best Practices in Negotiation

Be prepared

more preparation

numerous advantages

the ability to analyze the others party's offer

understanding one's own goals and interests

an ability to articulate them

understand the others party communication

find an agreement

setting high but achievable aspirations

Negotiators

Plan their statements and positions

recognize and prepare for the effects of the broader context

replanning the negotiation sequence

overplanning tactics

Diagnose the Fundamental Structure

Negotiatiors

analyze what type of negotiation they are facing

choose strategies and tactics

acommodative, avoidance and compromise

negotiations consist of a blend of integrative and distributive elements

in integrative and distributive phases

be careful in the transitioning

Identify and Work the BATNA

option that will be chosen if the agreement isn't reached

a good BATNA you can find a good deal

notice the BATNA of the other part

monitor it carefully, show your BATNA is better and show competitors BATNA is weak.

Be Willing to Walk Away

in mind the goal is to obtain a good outcome

make regular comparison with the target

maintain clear a walkaway point

there is a poor arrangement or if it's offensive

Master the Key Paradoxes of Negotiation

Claiming Value vs. Creating Value

distributive skills for value claiming

balance the stages and their transitions

integrative skills for value creation

Principles vs. resilient to the flow

a flexible thinking and understanding when the situation changes

distinction between issues of principle

Stick with the strategy vs. New options

important to belive in your intuition

distinguish a phantom (or trojan horse) opportunity

real opportunity

Trust vs. Distrust

believe everything

level of trust is seen in the process

Remember the intangibles

"see what is not there"

Asking questions, analyzing their behaviors and taking and observer or listener to the negotiation

Actively Manage Coalitions

coalitions against you

divide and conquer

recognize them

coalitions that support you

communication is essential

loose, undefined colaitions

Savor and Protect your Reputation

essential to have a positive reputation

"tough but fair"

difficult negotiation, but rational and fair

"tough and underhanded"

verify what the other says, be vigilant for dirty tricks and be guarded of sharing info.

work to shape and enhance reputation

being consistent and fair

Remember rationality and fairness are relative

maintain high perceptions

question their own perceptions of fairness

clear principles

find external benchmarks

suggest that have fair outcomes

illuminate definitions of fairness held by the other party

reach to a consensus in standard of fairness

Learn from the Experience

to remain sharp

analyze after every negotiation

follow a three-step process

Plan a personal reflection time

“take a lesson” from a trainer or coach

personal diary on strengths and weaknesses

work on your weaknesses

Honest and Open vs. Closed and Opaque

expose by giving all your info.

say the necessary to create trust