James Sebenius identifies mistakes that negotiators make that keep
them from solving the right problem. Identify which mistake is being described.

Relationships, process, and interests are neglected - the primary negotiation factor is economic.

Group of answer choices

Failing to Correct for Skewed Vision.

Searching Too Hard for Common Ground.

Neglecting BATNAs.

Letting Price Bulldoze Other Interests.

Answers

Answer 1

Common ground in talks, which helps with the main negotiation component of economics, enables parties with disparate interests to give each other what they value most at the lowest possible cost.

what are the Six Habits of Merely Effective Negotiators?Neglecting the other side's problem:

You can't address either of your problems or the problem of the other party if you don't comprehend the agreement from their point of view.

Letting price bulldoze other interests:

Most business transactions have interests than money.

Letting positions drive out interests:

Incompatible stances can conceal similar interests. Your "opponent's" loss need not necessarily be their benefit.

Searching too hard for common ground:

While common ground is helpful in negotiations, divergent interests can provide each party what they value most while causing the least amount of harm to the other.

Neglecting BATNAs:

BATNAs, or "best alternative to a negotiated agreement," describe your course of action in the event that the intended agreement cannot be reached.

Failing to correct for skewed vision:

Summary: Role bias and partisan views are two types of bias that can cause mistakes.

To know more about James Sebenius here-

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