Not every negotiation that we are involved in will work out for us.
In fact, some of them will fail. When we think of failed negotiations, generally we picture negotiators walking away from the table in disappointment. It turns out that that’s only one type of disappointing negotiation. It turns out that there is another type of failure when it comes to negotiating. A negotiation can be considered to be a failure when both sides come to regret the deal over time as well as those deals that fall apart during implementation.
As negotiators, we need to learn how to avoid creating deals that will become failures.
