Ask the Negotiation Coach

Are you asking enough questions?

By PON Staff on March 15th, 2016

Article Excerpt

QUESTION

I’ve been told that learning information about my counterparts—their preferences, fears, goals, strengths, and weaknesses—is critical for success in negotiation. I need to understand what others care about to be able to trade for issues I care about more. But during my negotiations, I tend to feel unsure about the best way to learn about … Read Ask the Negotiation Coach

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