In our studies we found great variations in the behaviour at the negotiation table, but there is a significant behaviour which recurs among many of the negotiators.
It is not lack of time which makes the negotiation fail. What causes the failure is the negotiation methods — a fact which many have difficulty accepting.
The following factors are common among the majority of those who do better than average in negotiations.
They have analyzed the negotiation and the negotiation variables. They have prioritized important and less important variables.
They have made a decision and put a price on the soft — and often immeasurable variables.
They often outline the negotiation ...