Chapter 12

This chapter touched on the fact that negotiaton surrounds us all on a daily bases. Some people may be born negotiators, but negotiation is a skill that must be practiced. Ten best practices are: Be prepared; Diagnose the fundamental structure of the negotiation; Identify and work the BATNA; Be willing to walk away; Master paradoxes; Remember the intangables; Actively manage coalitions; Savor and protect your reputation; Remember that rationality and fairness are relative; and Continue to learn from the experience.