In studies of over 25,000 negotiators …negotiators typically lose up to 42% of the total potential value of a transaction. While this is due to distrust and lack of communication, the root of the problem is that the majority of negotiators have no strategy. They negotiate with their “gut” and allow emotions to drive their demands. Consequently, it becomes nearly impossible to develop open, honest, and transparent partnerships that allow for the creation of added value.
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