Generally speaking, when we enter into a negotiation we have a reason for doing so. We are either seeking a deal for ourselves or we are operating at the request of someone else. However, there is a key question that as negotiators we need to find an answer to in each negotiation: just exactly how … Read more How Committed Is The Other Side To This Negotiation?
What we’d all like to have in our next negotiation is more control. The big question is how can get this? It turns out that the answer is fairly simple: we need to do a better job of preparing for the negotiation than the other side does. A big part of this preparation is obtaining … Read more Getting The Information That You Need In Order To Prepare For A Negotiation