Research the other party's preferences and constraints from "summary" of Bargaining for Advantage by G. Richard Shell
To achieve success in a negotiation, one must delve into the preferences and constraints of the other party. It is crucial to gather information about what the other party values and desires, as well as understanding the limitations and boundaries they face. By conducting thorough research, one can gain insight into the motivations and priorities of the other party, allowing for a more strategic approach to the negotiation process. Understanding the preferences of the other party involves learning about their goals, interests, and concerns. This information can help in identifying potential areas of compromise or collaboration that can lead to mutually beneficial outcomes. By uncovering what matters most to the other party, one can tailor their negotiation strategy to align with those preferences, increasing the likelihood of reach...
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