9Common Errors Made by Negotiators
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, ...