When we are engaged in a negotiation, no matter what negotiation styles  or negotiating techniques are being used we can make the mistake of falling into common cognitive traps  if we are not careful. 

These traps are sneaky and if we are not on the  lookout for them then they can sneak up on us and they’ll end up holding  us back from accomplishing what we are trying to do in this  negotiation. When we do this, we end up making the negotiation that we  are involved in more difficult than it has to be. 

In order to prevent  this from happening, we need to learn how to identify the four different  traps.