Why do the most competitive people not necessarily make the most successful negotiators according to the book?

The book "Bargaining for Advantage: Negotiation Strategies for Reasonable People" does not provide specific examples of companies that have successfully implemented the four-step negotiation process. However, the principles and strategies outlined in the book are widely applicable and have been used by many businesses in their negotiation processes. It's important to note that the success of these strategies can vary depending on the specific context and parties involved in the negotiation.

The book presents several innovative ideas about negotiation strategies. One of them is the four-step process of negotiation, which includes preparation, information exchange, opening and making concessions, and closing and gaining commitment. Another innovative idea is understanding the six foundations inherent to negotiation: your bargaining style, your goals and expectations, authoritative norms and standards, relationships, the other party's interests, and leverage. The book also emphasizes the importance of setting expectations instead of targets, setting the standards in your favor, navigating relationships in the negotiation, and using the knowledge of what the other side wants to turn the tables of leverage in your favor.