PRINCIPLES OF MASTERFUL NEGOTIATION

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 2 in Negotiate, Persuade and Create Great Deals, 2020, pp 17-42 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Master negotiators use a combination of attitudes, knowledge, and skills that can be categorized into nine principles of effective negotiation and influence. In this chapter, we list and discuss these principles and use examples to demonstrate how these principles can be applied in a variety of negotiation situations. These principles are not listed in a particular order of importance.

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
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