Best Practices in Negotiation

I. Leading questions:What are best practices for? Why use them? To what extent can best practices be useful?


II. Rationale:

We start with this section first, in order to back-track the processes and sub-processes of communication and elaborate on them in the next ten content areas.

III. Objectives:
1. Appreciate the extent to which negotiation is both an activist and a verbalist part;
2. Explore the 10 best practices that all practitioners can follow to achieve a successful negotiation.

IV. The 10 best practices are:
1. Be prepared
2. Diagnose the fundamental structure of the negotiation (ICONoG)
3. Work the BATNA (Best Alternative To Negotiated Agreement)
4. Be willing to walk away (No-Agreement alternative)
5. Effectively manage your options first before you evaluate
6. Complexity and uniqueness of communication are key in negotiations
7. Actively manage coalitions (coalition and group negotiation are not covered by this course)
8. Critically reflect about your role as a negotiator
9. Use the entire negotiation range from bargaining to therapeutic (transformational)
10. Learn, educate yourself and reflect

Based on these aforementioned principles, we will now be moving ahead with exploring the basic tenets of mediation by suggesting a conceptual model first.
The purpose of this model is to get started. It serves as a guiding tool and can be replaced by other knowledge-induced models.
I invite you to use and to reflect on it before accepting I2ONoG as a valid approach or before rejecting it and using your own experienced-induced model. We call this inductive learning.

Please proceed to the next content area.