Chapter 12 – Best Practices in Negotiations
Chapter 12
Best Practices in Negotiations
1. (p. 251) While some people may look like born negotiators, negotiation is fundamentally a
skill involving ____________ and _____________ that everyone can learn.
2. (p. 251, 252) Negotiators who are better prepared have numerous ___________.
3. (p. 252) While negotiations do follow broad stages, they also _____________ and
_____________ at irregular rates.
4. (p. 254) Excellent negotiators understand that negotiation embodies a set of _____________
seemingly contradictory elements that actually occur together.
5. (p. 255) The authors suggest that negotiators should remember that negotiation is an
_____________ process.
6. (p. 257) Negotiators also need to remember that _____________ factors influence their own
behavior (and that it is not uncommon for us to not recognize what is making us angry,
