I think the thing most people struggle with is #2. Prior to reading Getting to Yes and taking a seminar on Negotiations, it was certainly the thing I most faile

I think the thing most people struggle with is #2. Prior to reading Getting to Yes and taking a seminar on Negotiations, it was certainly the thing I most failed to realize. People seem to be so concerned about "losing" during negotiations that they dig themselves far too deep into their positions, while failing to really realize what they actually need, let alone what the other party needs. I'm actually shocked at how much my real-world bargaining outcomes have improved since having these concepts introduced to me. And the book is very short, to boot, so it's quick to read and doesn't contain much fluff. It's worth noting that the book tries to touch on negotiations where the other party is purely adversarial, and many negotiation situations are still approached this way by very experienced negotiators, but it isn't enough of a focus to really give particularly strong advice in this area. Still, some of the major principles still apply and by still focusing on your interests and understanding your position (BATNA, bottom line, etc.) will put you in a much stronger place when dealing with tough situations.