As negotiators, every time that we go into a negotiation, we are optimistic that we are going to use our negotiation styles and negotiating techniques to be successful.
We believe that we’re going to be able to work with the other side of the table and come up with a deal that both sides can live with. This kind of optimism is important to providing us with the drive to keep moving forward even when things can get tough. However, we all understand that sometimes negotiations don’t work out. There have been some pretty spectacular failures.
From a negotiator point of view, these failures can teach us a great deal about how to make sure that our next negotiation is a success.
