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.