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Negotiation Tips


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Links to resources that provide advice land trusts can use for successful negotiations with landowners.

This guide is a work in progress. Please check back for updates.

These resources are not written specifically for land trusts, but contain insights that apply to conservation deals.

Some of the tips may less relevant for conservation easement donation negotiations (which require a certain amount of goodwill and cooperation between parties to achieve a common conservation goal) than land- and easement-purchase negotiations, in which each party is trying to get the best deal for itself and may try to drive a harder bargain.


“10 Tips for Negotiating in 2018” (Ed Brodow)

Outlines 10 basic practices that lay the groundwork for successful negotiations.

“15 Tactics for Successful Business Negotiations” (Forbes)

Describes tactics fundamental to any negotiation, business or otherwise.

“The Rules of Negotiating” (Negotiate to Win)

Lists 21 rules for effective negotiations.

“10 Hard-Bargaining Tactics to Watch out for in a Negotiation” (Harvard Law School)

Discusses how to identify, prepare for, and defuse common hard-bargaining tactics you may encounter in a negotiation.

“Negotiation Skills and Best Negotiating Practices” (Watershed Associates)

Explains five stages of negotiations and fundamentals of each.

“What’s the Point of the Deal, Really?” (Ivey Business Journal)

Highlights overlooked components of successful negotiations.