subject: Three Fundamental Reasons Negotiators Fail [print this page] Anyone can become a significantly better negotiator quickly and systematically by eliminating these three fundamental reasons negotiators fail. First, identify and commit to one of the internationally recognized frameworks of negotiation and thoroughly review and memorize the primary tenants of that framework until they are second nature to you. In other words, go an inch wide and a mile deep in one framework of negotiation rather than go a mile wide and an inch deep in many different frameworks of negotiation. Slowly, you will expand your skill, knowledge, and expertise. Second, cultivate an ability to identify, assess, and quantify the obvious and hidden issues that separate the parties at the beginning of a negotiation, then focus on achieving your desired outcome rather than your perceptions of the positions, strengths, and weaknesses of the other parties. Finally, eliminate fear by moving Beyond Negotiating: From Fear to Fearless, and you will immediately achieve greater success and greater consistency in your negotiations than you ever thought possible.
