Summary chapter 12 Negotiation

The Final Chapter of the book focusses on the best Practices in negotiation. The ten best practices are the following:

• Be Prepared.


• Diagnose fundamental structure.


• Indentify and work the BATNA.


• Be willing to walk away.


• Master the key paradoxes.


• Remember the intangibles.


• Manage Coalitions.


• Savor and protect your reputation.


• Remember that rationality and fairness are relative.


• Learn from experience.

Summary chapter 11 Negotiation

This chapter examines the complexities of anInternational and Cross-cultural Negotiation. The first part tackles the discussions of some of the factors that make international negotiators different. There are two context involve, First ia the Environmental context which includes politics, stakeholders, cultural differences, ideology, instability, government and foreign currency. Second is the Immediate context comprising the Relative bargaining power, Levels of conflict, Relationship between negotiators and Desired outcomes. There is a provided table for the four cultural dimensions many countries are involved with. These are Individualism, Power distance, Career success/quality of life and uncertainty avoidance. This chapter also provides information regarding the influence of culture in negotiation in managerial and research perspectives. The chapter concluded with culturally responsive strategy and the discussion of how to manage cultural differences in negotiation.

Summary chapter 10 Negotiation

Chapter 10 Discusses the nature of Multiparty negotiations. Its difference with the two party negotiation has been outlined in this chapter. Such factors are considered:

• Number of parties


• Informational complexity


• Social complexity


• Procedural complexityStrategic complexity

There are five ways in which the complexity increases as three or more parties siultaneously engage in negotiation. First, there are more parties involved which increases the number of speakers and increases the demand for discussion. Second, more parties bring more issues. Third, the negotiation become socially more complex. Fourth, negotiations become procedurally more complex. And lastly, it becomes more strategically complex. This chapter also outlined the definition and the ways of an effective group. Managing Multiparty negotiations involves three key stages, mainly the Prenegotiation stage, where you identify the issues involving the participants and coalition. Second is the Formal Negotiation stage and lastly the agreement phase.

Summary chapter 9 Negotiation

Chapter 9 is all about the Relationships in negotiation. This chapter focus on the the dimensions of relationships and the key elements in managing negotiations with relationships. Main elements are Reputation, Trust and justice. Most negotiations occur within relationship contexts, and future work must attend to their unique complexities.

Summary chapter 8 Negotiation

This chapter Focuses on the Ethics in negotiation. It discussed the ethical systems used in ethical reasoning and the questions of ethical conduct arise in negotiation, the use of deceptive tactics. A negotitators decision to use ethically ambiguous tacticstypically grows out of desire to increase one's negotiating power by manupulating the landscape of information in negotiation. The different forms that ethically ambiguous tactics take and the analization of motives and consequences of engaging in unethical negotiation behavior are also dicussed in this chapter. It was explained that some tactics typically lead to tarnished reputations and deminished effectiveness in the long run.

Summary chapter 7 Negotiation

Chapter 7 Discussed about the forms and sources of power and its use in the negotiation process, it also outlined how to deal with others who have more power. Such sources of power are:

• Expert power


• reward power


• coercive power


• legitimate power


• referent power.

Summary chapter 10 Leadership

The last and final chapter of the book discusses about leading through effective external relations. It includes the strategies and ways of getting your message out of the audience. At first there must be purpose and objectives to have a clear context of what you are doing. Messages should be appropriate and direct to the point and must use the most effective media or forum. This chapter provides us the knowledge of building and maintaining a positive corporate image and stabilize its reputation. Working with news media and the preparation, performance and delivering an interview was also outlined in this chapter