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.
- stakeholder analysis
Available at: http://works.bepress.com/kurt_schulzke/7/