'The Most Serious Errors Made by Negotiators: Twenty-Five to Consider' by James L. Greenstone.

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Error Number Twelve: Negotiating without understanding your prime objective.

Error Number Thirteen: Failure to understand the interests of the other side.

Error Number Fourteen: Not appreciating the validity of an argument.

Error Number Fifteen: Having no sense of alternatives to negotiations.

Error Number Sixteen: Failure to understand the nature of the relationships between the parties.

Error Number Seventeen: Utilizing ineffective communication skills.

Error Number Eighteen: Proceeding without knowing the willingness and ability of the parties to make and abide by their commitments.

Error Number Nineteen: Entering negotiations without considering options.

Error Number Twenty: Approaching negotiations without first analyzing the perspectives of all parties to the bargaining.

Error Number Twenty-one: Taking the attitude of “winner-take-all” and “loser-takes-nothing.”

Error Number Twenty-two: Adding information to the negotiations, or doing something during negotiations, “for what it’s worth.”

Error Number Twenty-three: Failure to practice negotiation skills.

Error Number Twenty-four: Treating the negotiations as an individual endeavor rather than a team process.

Error Number Twenty-five: Failure to remember and to avoid the other twenty-four errors.

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May 2006

Error Number Twelve:	Negotiating without understanding your prime objective.
Error Number Thirteen:	Failure to understand the interests of the other side.
Error Number Fourteen:	Not appreciating the validity of an argument.
Error Number Fifteen:	Having no sense of alternatives to negotiations.
Error Number Sixteen:	Failure to understand the nature of the relationships between the parties.
Error Number Seventeen:	Utilizing ineffective communication skills.
Error Number Eighteen:	Proceeding without knowing the willingness and ability of the parties to make and abide by their commitments.
Error Number Nineteen:	Entering negotiations without considering options.
Error Number Twenty:	Approaching negotiations without first analyzing the perspectives of all parties to the bargaining.
Error Number Twenty-one:	Taking the attitude of “winner-take-all” and “loser-takes-nothing.”
Error Number Twenty-two:	Adding information to the negotiations, or doing something during negotiations, “for what it’s worth.”
Error Number Twenty-three:	Failure to practice negotiation skills.
Error Number Twenty-four:	Treating the negotiations as an individual endeavor rather than a team process.
Error Number Twenty-five:	Failure to remember and to avoid the other twenty-four errors.