
Negotiator’s Checklist
Have you established a personal discipline for reflecting
during negotiations?
Are you consistently engaging in rigorous postmortems after
each significant negotiation?
Have you invested in identifying and participating in good
negotiation training programs?
If you are leading a negotiation-intensive organization, what
are you doing to upgrade its capabilities?
What can you do to drive organizational learning? Would it
help to adopt a shared language? To mandate postmortems?
To create shared and updated common templates? To align
incentives?
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