Leadership Transitions: The Watkins Collection (4 Items)

countermoves. This process eventually yields an outcome:

agreement or breakdown or deferral.

Four strategic imperatives—overarching principles you should

apply to develop strategies in every negotiation you face—flow

directly from this model.

Imperative 1: Match Strategy to Situation

This first imperative is a restatement of the admonishment to

abandon one-size-fits-all approaches to negotiating. Forget about

having a consistent negotiating style. Only by undertaking a care-

ful diagnosis of the structure of every negotiation, and by think-

ing through the associated constraints and opportunities, will you

be able to fashion the best possible strategies. We will explore

the implications of this in detail in the next chapter.

Imperative 2: Plan to Learn and ...