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    No Rational Escalation of Conflict. 3. Overconfidence and Ignoring The Other's Needs. 4. Too Much "Telling" and Too Little "Hearing"

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    Trần Ngọc Hiền
    Negotiators should avoid four common pitfalls: believing negotiations are a zero-sum game where one side wins and the other loses, allowing conflicts to irrationally escalate, being overconfident and ignoring the other party's needs, and focusing too much on advocating one's own position without listening to the other side.

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    No Rational Escalation of Conflict. 3. Overconfidence and Ignoring The Other's Needs. 4. Too Much "Telling" and Too Little "Hearing"

    Uploaded by

    Trần Ngọc Hiền
    11 views1 page
    Negotiators should avoid four common pitfalls: believing negotiations are a zero-sum game where one side wins and the other loses, allowing conflicts to irrationally escalate, being overconfident and ignoring the other party's needs, and focusing too much on advocating one's own position without listening to the other side.

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    Principles of management

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    NEGOTIATION PITFALLS

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    Negotiators should avoid four common pitfalls: believing negotiations are a zero-sum game where one side wins and the other loses, allowing conflicts to irrationally escalate, being overconfident and ignoring the other party's needs, and focusing too much on advocating one's own position without listening to the other side.

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    Download as doc, pdf, or txt
    11 views1 page

    No Rational Escalation of Conflict. 3. Overconfidence and Ignoring The Other's Needs. 4. Too Much "Telling" and Too Little "Hearing"

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    Trần Ngọc Hiền
    Negotiators should avoid four common pitfalls: believing negotiations are a zero-sum game where one side wins and the other loses, allowing conflicts to irrationally escalate, being overconfident and ignoring the other party's needs, and focusing too much on advocating one's own position without listening to the other side.

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    AVOIDING NEGOTIATION PITFALLS There are at least 4 common pitfalls that negotiators have to guard against: 1.

    Falling prey to the myth of the fixed pie. 2. No rational escalation of conflict. 3. Overconfidence and ignoring the others needs. 4. Too much telling and too little hearing.

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