380 / PREPARING TO NEGOTIATE-^ Move from multiparty negotiations^
to one-on-one negotiations.
-^ Change the level of negotiation,
upward or downward.
-^ Replace negotiators who are self-
serving or too rigid.
38 %
OVERCONFIDENCE
If you underestimate your
counterpart you will neglect
to plan well. If you already
think you know how a
negotiation will end, you
may exclude new sources
of information and overlook
creative solutions.AVAILABILITY BIAS
It is very easy to find
information that is widely
available. So make a
real effort to uncover
information that is obscure
and not so easy to obtain.Never underestimate the
risks associated with poor
preparation: when you fail to
plan, you plan to fail. The most
common errors in forward
planning include:CONFIRMATORY BIAS
Do not filter out important
information because it
does not fit with your
existing points of view
and beliefs.Playing by the rules
The purpose of processes and structures
is not to constrain the progress of the
negotiation, but to give you tools to
resolve challenges or impasses. Having
clear rules will allow you to:of people believe what they
read in quality newspapers;
only 10% believe the tabloids
Avoiding common mistakes
US_380-381_Designing_the_structure_3.indd 380 30/05/16 3:06 pm