THE PREMATURE PROPOSAL TRAP
Many negotiators decide what they will offer to the other side before negotiations even begin. They become so committed to their proposal that often any new information that they may learn from the other side during the negotiations, will do little to move them away from their initial position.
Negotiation is not two individual parallel paths but a joint and collaborative process in which negotiators exchange information, define and agree on the problem, and jointly search for a mutually acceptable solution.
Negotiation is not two individual parallel paths but a joint and collaborative process in which negotiators exchange information, define and agree on the problem, and jointly search for a mutually acceptable solution.
