Archive for January 3rd, 2008

Discovering Interests In A Negotiation

Thursday, January 3rd, 2008

The ability to see from the other party's perspective is perhaps the most important skill a skilled negotiator should have. You really have to think beyond yourself and put yourself into the other party's shoes. Think from his perspective. What does he want? What are his underlying interests?This is easier ...

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Should You Open In A negotiation? Yes!

Thursday, January 3rd, 2008

Whether you should open or not, depends on the amount of information you have at hand.As a general rule of thumb, if you have no idea on the value of the things you are negotiating, never open. But if you have done your research or you are an expert in ...

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