Voss spends a good deal of time inChapters 6 and 7 focusing on understanding who your are actually negotiating with and what are their issues. In Chapter 8 he shifts to understanding the execution of the process and last minute roadblocks in the form of (his words) "spotting liars, dealing with jerks, and charming everyone else" (page 172). Voss discusses the problem of mislearning and its impact on negotiation. Please share a time when this happened to you, and one strategy that you use, or would like to try, to prevent yourself from falling into this trap