Tips on How to Negotiate and Acquire Negotiation Skills

         Control the Spigot of Disclosure.

         At the heart of communications in negotiation is the flow of information.  This can range from communicating ones own interests, eliciting and confirming the interest of the other, learning about context, developing principles for fair resolutions, exchanging offers, discussing alternatives, assessing and evaluating legal options and even possible litigation outcomes.

         There is a balance in disclosure.  Social scientists have observed that disclosure by one party encourages disclosure by the other; and the opposite is true as well.  It pays to be clear in advance of what are one’s confidential facts, interests, concerns and analyses, and also of what one would like to learn from the other.  These views should be revisited throughout the negotiation.

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