Dealing with the 'Irrational' Negotiator

HBS's Working Knowledge has a great article on dealing with irrational negotiators.
Mistake 1 : They are not irrational - they are uninformed
Mistake 2 : They are not irrational - they have hidden constraints
Mistake 3 : They are not irrational - they have hidden interests

After having dealt with a couple of people who seemed to be irrational - this provides a good framework on how to approach these negotiations.

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