Question

James sebenius, in his harvard business review article: six habits of merely effective negotiators, identifies six mistakes that negotiators make that keep them from solving the right problem. identify which mistake is being described. the lead negotiator enters the negotiation with positions that she will absolutely accept and others that are she will absolutely not accept.

Answer 1

Sebenius calls this mistake "Letting Positions Drive Out Interests". It happens when a party has a set of preconceived, firm conditions and stands which blur the real picture, so that they can't see where their real interests. The course of negotiation should be a dynamic, unbiased process, where new interests may appear, that had previously been unnoticed. This mistake is a result of focusing too hard on one's own position, and not letting the circumstances evolve in any other way.