When Should A Negotiator Show Their Hand During A Negotiation?

Information comes with both risks and rewards

As I’m pretty sure we all know, every negotiation that we engage in is all about information. What do we know, what don’t we know. For that matter, what does the other side know and what don’t they know? We all do our homework before the negotiation starts so that we’ll have as much information … Read more

What Do We Need To Keep Secret During A Negotiation?

There are both risks and rewards to sharing too much with the other side

The reason that a negotiation is necessary is because the other side has information that we don’t have. Likewise, we know things that the other side does not know and the purpose of a negotiation is to use your negotiation styles and negotiating techniques to exchange enough information so that both sides can agree on … Read more