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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.

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Whether it’s bargaining with a landowner over the terms of an easement, handling staff performance issues, or simply managing everyday differences with coworkers, good negotiation skills are important. This list features 21 tips for effective negotiations.


Nate Lotze compiled this guide.


Nothing contained in this or any other document available at is intended to be relied upon as legal advice or to create an attorney-client relationship. The material presented is generally provided in the context of Pennsylvania law and, depending on the subject, may have more or less applicability elsewhere. There is no guarantee that it is up to date or error free.