Summary of "Mastering Business Negotiation"
A Working Guide to Making Deals and Resolving Conflict
by Roy J. Lewicki and Alexander Hiam
• You negotiate all the time; you just don't know it.
• The negotiation process has recognizable stages; prepare well for each one.
• Use two criteria to determine how you negotiate: your desired outcome and your relationship with the other party.
• "The first is a question about your goals; the second is about your interests."
• Negotiate competitively when the outcome matters, but the relationship does not.
• Negotiate collaboratively when the relationship matters. Treat any conflict as a puzzle to be solved through creative interaction.
• If the relationship is much more important than the specific issue, accommodate the other person's desires.
• If engaging in a conflict does not bring any benefits, avoid it.
• How you frame a conflict determines its solutions and shapes your interpretation of the other party's actions.
• You can use power ethically to shape a negotiation; you can also ward off many unethical uses of power and influence simply by planning how to counter them.
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