Ask the Negotiation Coach

Are you asking enough questions?

By on

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

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

If you’re a Negotiation Briefings subscriber, login to read it now.

IN THIS ISSUE
IN FUTURE ISSUES

Shaping price offers

Mediators - Hostile and nice

WHAT’S NEW

Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course in Cambridge, Massachusetts. Visit www.executive.pon.harvard.edu to find out more.

Download the NEW Negotiation Briefings Special Report, “Overcoming Cultural Barriers in Negotiations,” by visiting www.pon.harvard.edu/free-reports

Login

Lost your password? Create a new password of your choice.

×

Login

Lost your password? Create a new password of your choice.

×