The first Golden Rule is essential to success in any negotiation: Information Is Power—So Get It! It’s critical to ask questions and get as much relevant information as you can throughout the negotiation process. You need sufficient information to set aggressive, realistic goals and to evaluate the other side’s goals. With this information in your pocket, you’ve got the power. Without it you will be scrambling.

What is the Common Error Self-described “Expert” Negotiators Often Make?

Self-described “expert” negotiators often enter negotiations with arguments intended to persuade the other side of the legitimacy of their positions. Unknowingly, they’re giving up power from the first time they open their mouths. I will take an effective questioner and listener over a talker in almost any negotiation. Negotiation power goes to those who listen and learn.

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