Leadership Transitions: The Watkins Collection (4 Items)

3. Shape the game. Focus on influencing who

participates, the issue agenda, and the rules; don’t

end up playing someone else’s game.

4.

Organize to improve. Take the time to reflect on your

experiences, distill key lessons learned, and disseminate

them to others who are negotiating on your behalf.

These four imperatives provide broad guidelines for develop-

ing the negotiation strategies. The negotiation strategy matrix,

shown in figure 2-2, provides a supporting tool that will help

you translate the results of your situational diagnosis into con-

crete strategies and tactics. The matrix combines two key dis-

tinctions we have highlighted in our discussion ...