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Contribution to Book
Four Common Negotiation Errors and How to Avoid Them
Business Acumen II (2012)
  • Kurt S Schulzke, Kennesaw State University
Abstract

Even experienced negotiators make mistakes. Relatively simple negotiation strategies-and equally simple, yet catastrophic errors have dramatically altered outcomes for companies, countries, and military commanders. This article taps Napoleon Bonaparte, Sony Corporation, and the Hotel Rwanda to vividly illustrate four common negotiation errors-relating to preparation, commitment, stakeholder analysis, and issue arbitrage-and suggests ways to avoid them.

Keywords
  • Negotiation,
  • Leadership,
  • BATNA,
  • stakeholder analysis
Publication Date
2012
Editor
Sheb L. True
Publisher
Coles College of Business, Kennesaw State University
Citation Information
Kurt S Schulzke. "Four Common Negotiation Errors and How to Avoid Them" Kennesaw, GeorgiaBusiness Acumen II (2012)
Available at: http://works.bepress.com/kurt_schulzke/7/