What Do You Do When Things Get Difficult?
Sometimes it is not easy to determine your negotiating objectives. How should you proceed?
When You Lack Information
It may be that you have to enter negotiations in an almost unknown market, with no real information about the price expectations of the other party or about other goods and services available in the market. If it has not yet been possible to conduct any market research, those initial negotiations constitute a means of finding out about the market. Thus you need to set a reasonable objective according to the limited information at your disposal. Yet how can you obtain such information?
Whether you are a supplier or a customer, you can, for example, use research to consult other potential ...