Tunnel vision syndrome

As negotiators, we are often overwhelmed, by the pressure and stress of the negotiation process, and find ourselves emerged in the event, without the ability to objectively analyze the situation, causing what I call Tunnel vision syndrome, “Tunnel vision is the loss of peripheral vision with retention of central vision, resulting in a constricted circular tunnel-like field of vision” (Wikipedia). The result of tunnel vision is missing the big picture, and getting yourself drowned in the details while misinterpreting or missing entirely the other side's needs & interests. So, what can you do? My favorite exercise is simply applying a zoom-out process, where I step back and imagine I’m viewing the entire situation from a skyrise and start looking 360 degrees around me, I start by looking at my needs and objectives, then I imagine being on the other sides team, and visualizing what it might be like negotiating with me and what kind of internal challenges they are facing, I continue to cast my view on the larger picture, asking myself, what is going on in the market place, what are my peers doing (maybe reaching out to a few of them), and finally I put everything into perspective by reviewing all my alternatives, yes I go back to my trusted BATNA(best alternative to a negotiated agreement), take a few deep breaths (meditate for 10 minutes if you like to), and then re-enter the negotiation process from a different vantage point.