Negotiation is full of pitfalls. Negotiators make self-defeating assumptions, such as that all negotiations are "I win-you lose" or that all are "win-win." They make mistakes, like leaving money on the table, settling for too little, or settling for less than your next best alternative to an agreement. In the worst case, negotiators believe the goal of a negotiation is to reach an agreement, when the goal should be to reach a good agreement.
