Tips on How to Negotiate and Acquire Negotiation Skills

Disclosure Choices are Informed by Competitive or Cooperative Strategy and Behavior.

         In short, be artful in striking the delicate balance in disclosure.  Share where possible, both to encourage sharing and also to enable one’s counterparty to help think of options that might meet one’s own needs.  But be judicious as well, on disclosure of one’s own weak points, points that give the other party leverage, feelings that might provoke, and arguments that might lead to escalation or corrective action shoring up the other party’s position.

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