Best Practices in Negotiation

Start with preparation

Begin with Best Negotiation Practices, which links preparation to understanding your own goals and interests and the other party's communication and needs. Use its branches to make a short list of points to consider before a negotiation.

Then open Best Practices in Negotiations to see how preparation relates to setting aspirations and analyzing the other party's offers. Compare the branches in the maps and note where they use similar ideas or put emphasis on different points.

Explore the structure

Other maps on this page move from preparation to diagnosing the structure of a negotiation. They also include working with the BATNA, being willing to walk away and considering negotiation's key paradoxes. Follow these branches after looking at preparation, and note the terms you want to explore further.

One map also distinguishes between integrative and distributive negotiation. Use it alongside the maps on negotiation structure to organize your notes on the approaches named in the collection.

Look at negotiating habits

Six Habits of Merely Effective Negotiators presents mistakes such as neglecting the other side's problem and letting price crowd out other interests. Compare those branches with the preparation maps: consider how attention to the other party's needs connects with the mistakes described.

There are no quizzes listed on this topic page. To check your understanding, turn a few map branches into questions and answer them from memory. Then return to the maps to check what you included.

Place the topic in the unit

Best Practices in Negotiation is a section of the Negotiation unit in Business administration and management (incl. project management). The maps give you a way to organize this section's ideas within that unit, from preparation and structure to habits and experience.

Choose a map and use its branches to organize your notes.