Best Practices in Negotiation.

In the last chapter, the writer provides ten "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 the key paradoxes of negotiation
6) remember the intangibles
7) actively manage coalitions
8) savor and protect your reputation
9) remember that rationality and fairness are relative
10) continue to learn from your experience

International and cross cultural negotiation

In this chapter, the authour discuss about culturally responsive strategies available to the international negotiator. The factors to think about when negotiating with people from other cultures.

Multiple parties and teams

Chapter 10 discusses the nature of multiparty negotiations. Its difference with the two party negotiation has been outlined in this chapter, such factors are considered:

-Number of parties
-Informational complexity
-Social complexity
-Procedural complexity strategic complexity

There are five ways when complexity increases as three of more parties simultaneously engage in negotiation.

-more parties involved in the negotiation
-more issues and positions
-become socially more complex
-negotiation become procedurally coordianate their actions more effectively
-more stragically comlex

Relationships in Negotiation

This chapter is all about the relationships in negotiation. This chapter focus on the dimensions of relationships and the key elements in managing negotiations with relationships.

Ethics in Negotiation

This chapter helps identify the ethical and unethical tactics used in negotiation. It also explains about deceptive negotiation where the negotiators ask themself questions like: will they really enhance my power and help me? How this tactic affects our relationshop in a future? How this tactics would affect my reputatioon.

Finding and using negotiation power

This chapter explains about nature of negotiation power. Power means the capacities negotiators can assemble to give themselves an advantage or increse the probability of achieving their objectives. There are five main source of power.
1) informational
2) personal
3) position-based
4) Relationship based
5) contextual
Power is implicated in the use of many of the competitive and collaborative negotiation tactics.

Communication

This chapter gives detail on the communication process in negotiation and how people communicate using language, non-verbal communication. Also gives ideas about how to improve your communication skills.