Six Habits of Merely Effective Negotiators
James K. Sebenius 2002 Harvard Business Review
The message of this article is that even experienced negotiators routinely leave money on the table, end up in deadlock, damage relationships, or allow conflicts to spiral. They fall prey to common mistakes that keep them from solving the right negotiation problem. If negotiation is 'the art of letting them have your way', then successful negotiation must include an understanding of the interests of the other side as well as your own. The author describes six common mistakes in merely effective negotiation: neglecting your counterpart’s problem, letting price bulldoze other interests, letting positions drive out interests, searching too hard for common ground, neglecting no-deal alternatives, and failing to correct for skewed vision.