Summary and Conclusion

Alan McCarthy and Steve Hay

Chapter Chapter 16 in Advanced Negotiation Techniques, 2015, pp 149-150 from Springer

Abstract: Abstract We’ve gone through some key points that will help you enhance your negotiation skills. We’ve defined negotiation and looked at the alternative strategies for conflict resolution. We have explored the philosophical points that allow you to create your own personal mantras for engagement in “win-win” negotiation. You are now familiar with the five phases of every negotiation, and you have the ten golden rules providing guidance for your next deal. We’ve emphasized the critical importance of planning and gone through the RDC ten-point plan, and out of this we’ve expanded on the jellyfish analogy so you can make flexible and intelligent proposals. You now know about the “negotiation bow tie” that can help you to create additional value above and beyond the value that either of the parties involved in the negotiation could find in isolation—what has been called a “super-win.” You are also aware of the key cross-cultural issues in negotiation. We have discussed some similarities and differences between commercial, hostage, and diplomatic negotiations, and we’ve identified the lessons that each can learn from the others. We have explored various ways in which a deadlock can be broken. You also have some ideas to consider around the physical arrangements and facilities for a negotiation. For organizations, we have stressed the need to develop a negotiation strategy and a framework to plan, guide, and support successful negotiations. Finally, you have seen the importance of reflective practice, coaching, and support in negotiation.

Keywords: Reference Material; Alternative Strategy; Critical Importance; Conflict Resolution; Business Environment (search for similar items in EconPapers)
Date: 2015
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DOI: 10.1007/978-1-4842-0850-2_16

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