Six main reasons why negotiations fail

Bob was a lawyer with a reputation as a great negotiator. He was tough, bellicose and obstinate, a yeller and table banger, willing to say no without further discussion.

Mike, also a lawyer, was the polar opposite. He was clear about his objectives, centred and calm when everyone else was losing their cool.

He exemplified the three qualities that Corey Kupfer, author of Authentic Negotiating, says are central to success when bargaining, be it for work, a car, or a new home: clarity, detachment, and equilibrium.

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