Why Do Negotiations Fail?

Co-authored by Philippe Lavie

This is the last article in a 4 article series dealing with the Science and Process of Negotiating. After reviewing preparation, tactics, and an example of best practices in the IT world, we look at why negotiations at times can fail. For those of our readers that are looking for an action plan to prepare their sales force to negotiate, we have also highlighted the steps one should or could take to ensure readiness.