What are six common pitfalls in negotiations?


Stanford has a good article on the common problems in negotiations and what we can do about them. The six pitfalls are:

  1. Poor planning
  2. Thinking the pie is fixed
  3. Failing to pay attention to your opponent (The example they use is framing.)
  4. Assuming that cross-cultural negotiations are just like “local” negotiations
  5. Paying too much attention to anchors
  6. Caving in too quickly
  7. Don’t Gloat

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