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The Truth About Negotiations by Leigh Thompson

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Truth 27Reveal your interests

Once you have sharpened your question-asking skills, you dramatically improve your chances of learning valuable information from the other party. But there is no guarantee that the other party will provide valuable answers to questions asked. They may not hear you, or more commonly, they may withhold information, fearing exploitation or vulnerability.

Just how big is the impact of revealing information on a negotiators' bottom line? Negotiators who provide information to the other party about their interests improve their outcomes, or profits, by over 10 percent.16

So, why is there so much reluctance among negotiators to reveal information? There are a few reasons. First, conventional negotiation wisdom holds that ...

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