This week's Stanford Knowledgebase newsletter features useful . According to Neale, successful negotiation results from pursuing advantages in all possible circumstances. When executives lose sight of this big picture, they can fall prey to some common missteps in negotiation strategy. Here are some common pitfalls Neale cites:

Pre-negotiation homework should be extensive and detailed. Things to consider before talks: your bottom line, your walkaway point, and time constraints. Don't forget to consider alternatives in case you fail to reach an agreement.

Usually it isn't, Neale says of the size of the complex pastry that your deal starts out to be. Approaching a negotiation with assumptions about pre-existing limits can cost you the outcome you most desire. In negotiation exercises in her executive-education classes, Neale says 20% to 35% of students assume "a fixed pie," and miss out on what both parties want.

Successful negotiation hinges on understanding your opponent's point of view and how he might evaluate your offer. Neale suggests "framing" your position to your opponent -- i.e., presenting your offer in such a way that your opponent understands your view. This technique allows you to influence the level of risk your opponent will accept.

Cross-cultural negotiations are not always just like negotiations at home. Understanding cultural differences can create huge benefits; ignoring them, on the other hand, can result in big problems.