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Social and Behavioral Sciences

Kennesaw State University

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Four Common Negotiation Errors And How To Avoid Them, Kurt S. Schulzke Jan 2012

Four Common Negotiation Errors And How To Avoid Them, Kurt S. Schulzke

Kurt S. Schulzke

Even experienced negotiators make mistakes. Relatively simple negotiation strategies-and equally simple, yet catastrophic errors have dramatically altered outcomes for companies, countries, and military commanders. This article taps Napoleon Bonaparte, Sony Corporation, and the Hotel Rwanda to vividly illustrate four common negotiation errors-relating to preparation, commitment, stakeholder analysis, and issue arbitrage-and suggests ways to avoid them.