Understanding the Other Party Before You Start Negotiations

Effective negotiation requires a strong understanding of the other party’s motivations and general position. With this information, you can relate to them and present terms that are largely in your interest and theirs.  But finding out these details isn’t always easy. Simply asking may also fail to get you answers unless both parties are approaching the negotiation from a place of trust.  That’s why you need to ask in a way that communicates your genuine interest in helping the other party to meet their