Learning Objectives

1. Describe and develop examples of negotiation potential.

2. Understand that negotiators have wrong assumptions and faulty knowledge that impede the ability to negotiate effectively.

3. Provide examples of how various biases limit negotiation effectiveness.

4. Develop examples of how the common mistakes made in negotiation affect negotiations at work, at home, when shopping, and in other situations.

5. Utilize the knowledge of the common mistakes to develop a personal plan for overcoming negotiation weaknesses.