Editing Negotiation (section)

== <span style="color: #FFFFFF;">Analyzing</span> ==
Common failure modes:

* '''Leaving value on the table''' � settling too quickly on a single issue before exploring whether a package deal could make both parties better off.
* '''Reactive devaluation''' � dismissing a concession simply because it came from the other side. The offer's merits are independent of who made it.
* '''Overconfidence about the ZOPA''' � assuming a deal is possible when reservation prices do not actually overlap, leading to wasted time or a deal that destroys value.
* '''Confusing firmness with stubbornness''' � being firm on your interests is effective; being firm on a specific position when alternatives exist prevents creative solutions.
* '''Negotiating against yourself''' � making a second concession before the other party has responded to your first.

The ethics of negotiation: misrepresenting facts is generally considered unethical (and legally risky). Declining to volunteer your reservation price, however, is standard practice. The line is between strategic silence and active deception.

Asymmetric information is the central problem: each party knows things the other does not. Good negotiators reduce this gap through research, questions, and signals � and are careful about what they reveal and when.
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