10 Best Practices for Negotiators

1. Be prepared.


2. Diagnose the fundamental structure of the negotiation.


3. Identify and work the BATNA.


4. Be willing to walk away.


5. Master the key paradoxes of negotiation:


Claiming value vs. creating value

Sticking by your principles vs. being resilient enough to go with the flow

Sticking with your strategy vs. opportunistically pursuing new options

Being too honest and open vs. being too closed and opaque

Being too trusting vs. being too distrusting


6. Remember the intangibles.


7. Actively manage coalitions – those against you, for you, and unknown.


8. Savor and protect your reputation.


9. Remember that rationality and fairness are relative.


10. Continue to learn from your experience.