EON 12.

Summary
This chapter examined various aspects of a growing field of negotiation that explores the complexities of international and cross-cultural negotiation.And it discussed that Negotiation is an integral part of daily life and the opportunities to negotiate surround us. While some people may look born negotiators, negotiation is fundamentally a skill involving analysis and communication that everyone can learn. In this final chapter we reflect negotiation at a broad level by providing 10 “best practices” for negotiators who wish to continue to improve their negotiation skills:

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 paradoxes
6. remember the intangibles
7. actively manage coalition
8. remember that rationality and fairness are relative
9. continue to learn from the experience
10. savor and protect your reputation