Negotiation Best Practices

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Siena Heights University graduate class on Negotiation as Process based on text (2011) from Lewicki, Saunders and Barry (McGraw-Hill). A very short top ten list of key points.

Siena Heights University graduate class on Negotiation as Process based on text (2011) from Lewicki, Saunders and Barry (McGraw-Hill). A very short top ten list of key points.

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  • Be prepared — Understand and articulate your goals and interests — Set high but achievable aspirations for negotiationDiagnose the fundamental structure of the negotiation — Make conscious decisions about the nature of the negotiation: is it a distributive or integrative negotiation or blend of the two — Choose strategies and tactics accordinglyIdentify and work the BATNA — Be vigilant about the BATNA — Be aware of the other negotiator’s BATNA4.Be willing to walk away — Strong negotiators are willing to walk away when no agreement is better than a poor agreement — Have a clear walkaway point in mind where you will halt the negotiation5.Master the key paradoxes of negotiation — Claiming value versus creating value — Sticking by your principles versus being resilient to the flow — Sticking with the strategy versus opportunistic pursuit of new options — Facing the dilemma of honesty: honest and open versus closed and opaque — Facing the dilemma of trust: trust versus distrust
  • 6. Remember the intangibles — “See what is not there” — Ask questions — Take an observer or listener with you to the negotiation7. Actively manage coalitions — Coalitions against you — Coalitions that support you — Undefined coalitions that may materialize for or against youSavor and protect your reputation — Start negotiation with a positive reputation — Shape your reputation by acting in a consistent and fair manner9. Remember that rationality and fairness are relative — Question your perceptions of fairness and ground them in clear principles — Find external benchmarks of fair outcomes — Engage in dialogue to reach consensus on fairness10. Continue to learn from your experience — Practice the art and science of negotiation — Analyze each negotiationPlan a personal reflection time after each negotiationPeriodically take a lesson from a trainer or a coachKeep a personal diary on strengths and weaknesses and develop a plan to work on weaknesses


  • 1. Best Practices: Negotiation LDR 655 Wallace Siena Heights University (Lewicki, Saunders & Barry. 2011)
  • 2. 12-2 Best Practices1. Preparation2. Structure Diagnosis3. BATNA4. Be willing to walk5. Master negotiation paradoxes (Lewicki, Saunders & Barry. 2011)
  • 3. Best Practices 6. Intangibles 7. Coalitions 8. Reputation 9. Relativity 10. Life-long learning (Lewicki, Saunders & Barry. 2011)
  • 4. How Will You Apply This Learning? (Lewicki, Saunders & Barry. 2011)