Mind and Heart of the Negotiator, Second Edition, The

Why Are People Ineffective Negotiators?

The dramatic instances of lose-lose outcomes, the winner's curse, walking away from the table, and the agreement bias raise the question of why people are not more effective at the bargaining table if negotiation is indeed critical for business success. The reason is not due to a lack of motivation or lack of intelligence on the part of negotiators. Many of the managers who fall victim to the major sins of negotiation do so for three primary causes: absence of feedback, satisficing, and self-reinforcement.

Absence of Relevant and Diagnostic Feedback

Most people have little opportunity to learn how to negotiate effectively. The problem is not lack of experience but a shortage of timely and accurate feedback. ...