Not every negotiation that we are involved in will work out for us. 

In  fact, some of them will fail. When we think of failed negotiations,  generally we picture negotiators walking away from the table in  disappointment. It turns out that that’s only one type of disappointing  negotiation. It turns out that there is another type of failure when it comes to negotiating.  A negotiation can be considered to be a failure when both sides come to  regret the deal over time as well as those deals that fall apart during  implementation. 

As negotiators, we need to learn how to avoid creating  deals that will become failures.