After preparing for the negotiation, you finally meet your opponent face to face. It is usually a mistake to rush straight into exchanging offers and counter offers. You will want to get to know your opponent, set the scene and establish some ground rules before getting stuck into the bargaining or haggling phase. For reasons that will become obvious, I refer to this as The Sharing. The Sharing phase has four objectives:
- sharing information
- building a relationship
- agreeing the negotiation process
- reducing your opponent’s expectations.
Sharing information
Be even handed, not competitive, when sharing information.
Both sides of the negotiation ...
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