It’s not my fault. She just wouldn’t budge. She had more power. It’s easy to cast blame or give away your leverage to your counterpart. Studies show that negativity is more common in less skilled negotiators. Compared to skilled negotiators, average negotiators cast blame three times as much, consider half the creative options, look for common ground less, share less information, and make more gratuitous comments that irritate the other side.
What does it take to be a good negotiator? Focus on other people, identify what they need so you can meet their needs in exchange for what you need. Bottom line – more negativity, less negotiation success.