Often times when we are in the middle of doing something, we often ignore the other elements that may be happening around us. We are too focused on the task at hand. This oblivion to other factors outside our focus is bounded awareness. It can cause us to only look at the small picture, rather than the whole picture during a negotiation.
Imagine fighting so hard to get the other party to agree on one item that it can damage the whole negotiation. This can lead to a halt in negotiations. And often times it can result in failed negotiations or have negative impacts for future negotiations.
A smart negotiatior will look at every aspect of the negotiation rather than be bounded by just one item. In a negotiation, it is often impossible to win on every point. There will be disagreements and on some items there may be a possiblity of never reaching an agreement. Looking at the whole picture can help overcome these areas. Set up contingency plans. Think of alternatives. Do you have a BANTA?
Remember, each item on the agenda to a successful negotiation counts. Don't jeopardize your negotiation because you are too focused on any one single item.
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