Availability of information. Negotiators often rely too much on readily available infor- mation while ignoring more relevant data. Things or events that people have often encountered are usually easy to remember-they're "available" in their memory. It's also easy to remember or imagine vivid events. Information that is casily recalled. because it's familiar or vivid, may be interpreted as being reliable when it's not. Fffective negotiators learn to distinguish what's emotionally familiar to them from what is reliable and relevant.