Making Rational Decisions in Negotiations

Not only in two parties or organizations, but also between two individuals, there are too many issues to compromise and resolve through negotiations. The approach to make decisions rationally is described by Furr, N. et al. in the article How to overcome your fear of the unknown. And the first step is that you need to reshape the situation you face now. It occurs to me that this is the most important stage, mainly because the uncertainty in whatever life or work makes us feel exhausted and emotional. This uncertainty, indeed, comes from people cannot recognize the situation, but put themselves into a fixed frame. In this case, the limitation will be presented on the way to make rational decisions.

Although most of ordinary does not come up with new ideas or decide courageously, I suppose another principle can be applied in our daily life, which is do something. It is hard to make decisions immediately. However, it's necessary to take actions and learn from each step.

Now, back to making decisions in negotiations, when resolving the uncertainty in the issue, individual or organization recognizes clearly about the bottom line and the target point. According to the notes from lecture 3, the main point on creating optimal value is obtaining the key information, which can be referred from What's Your Negotiation. And those key information is probably beneficial to the future negotiations. Generally, the historical negotiation data and the elements that opposite party may be interested in would be the useful to make rational decisions in negotiations.

Question: Please state your thoughts on the above article. What you specifically liked and agreed with, anything you'd like to expand on, etc. Please provide your answer from your own (first person), point of view. I'm trying to see what other people think of this.