What potential obstacles might one face when applying these principles of negotiation and how could they be overcome?

Psychology research on negotiation challenges existing practices by introducing a more nuanced understanding of human behavior and decision-making. It emphasizes the importance of emotional intelligence, understanding the other party's perspective, and the role of cognitive biases in negotiation. This contrasts with traditional negotiation practices that often focus on hard bargaining and power dynamics. The research suggests that successful negotiation is not just about getting what you want, but also about maintaining professional relationships, which requires a different set of skills and strategies.

One example of successful negotiation using the four steps is the negotiation between the United States and the Soviet Union during the Cuban Missile Crisis. The first step, preparation, was evident in the extensive research and planning done by both sides. The second step, information exchange, occurred when both sides communicated their positions and concerns. The third step, bargaining, was seen when both sides made concessions to reach a compromise. The final step, commitment, was demonstrated when both sides agreed to the terms and followed through on their promises. Another example is the negotiation between Apple and Samsung over patent disputes. The same four steps were followed, leading to a successful resolution.