02 – Open

Before any principled negotiation can get started, you need to understand what the other side of the table wants and you need to tell them what you want. Sure, some negotiation styles and negotiating techniques will start to be used during this phase of the negotiations; however, what’s really important is your ability to both clearly communicate what you want and to listen to what the other side of the table is telling you. These posts show how to make that happen.