ABSTRACT
Much of the negotiation literature has focused on negotiation outcome, particularly successful outcomes. It is interesting that the measurement for success or failure rests with agreement or no agreement as the basis for measurement. In the beginning of this book we urged the reader to view negotiation through a failure lens. If one genuinely wants to improve her chances for success, she must examine the failures before understanding successes. In addition, it is suggested that the definition of negotiation failure or success should not be limited to whether or not an agreement is reached. Some negotiations should not culminate in agreement because it may damage the parties and the outside community.
