9Common Errors Made by Negotiators

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Learning Objectives

By the end of this chapter, you should be able to:

• Describe how overconfidence can result in poor outcomes.

• Explain why irrational expectations often lead to stalemate or failed negotiations.

• Explain why winning at any cost may be a loser’s game.

• Identify actions you can take to build personal relationships with negotiating partners.

A great many sporting events are won by contestants who make the fewest mistakes. In amateur tennis, for example, a careful, disciplined player of average ability can often defeat a faster, more powerful opponent by simply committing fewer errors—specifically, ...

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