by Anthony K. Tjan
1. The background homework: Before any negotiation begins, understand the interests and positions of the other side relative to your own interests and positions. Put these points down and spend time in advance seeing things from the other side.
2. During the process: Don’t negotiate against yourself. This is especially true if you don’t fully know the position of the other side. Much is learned about what the other side really wants during the ...Read More →