What are six common pitfalls in negotiations?
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Stanford has a good article on the common problems in negotiations and what we can do about them. The six pitfalls are:
- Poor planning
- Thinking the pie is fixed
- Failing to pay attention to your opponent (The example they use is framing.)
- Assuming that cross-cultural negotiations are just like “local” negotiations
- Paying too much attention to anchors
- Caving in too quickly
- Don’t Gloat
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