WHY NEGOTIATION IS DIFFICULT Cognitive Hard Wiring:

Cognitive Hard Wiring:
we are programmed to simplify information
our need for closure blinds us to consideration of alternatives
we make faulty, simplifying assumptions
Need for confirmatory feedback
inhibits learning optimally from experience
Intuition
doesn't lead to a general framework for effective negotiation


Understand the interests of your negotiating counterparts(s)
Interests are self evident in formal zero sum and non zero sum games
Interests of your negotiating counterparts are not self evident in multiple issue negotiations where each party possesses private information
in particular, information about your counterparts' BATNA'S are often revealed only through the dynamics