Wednesday, March 20, 2013


KNOW YOUR OPPONENT. Temperament, history, capabilities, resources. 

KNOW YOURSELF.  Temperament, history, capabilities, resources.  

When the desires of two individuals clash, there is a tension in that some people handle conflict better than others.  It's best not to fool yourself about your own temperament.  Try to work either to improve your ability to handle conflict, or to learn to compensate for it.

DO YOUR HOMEWORK. Understand the impact of possible settlement scenarios.  Determine your strategy and limits ahead of time. Do not get caught up in the "need to win" at all costs.  

Review each negotiation afterward to gain knowledge for the next negotiation. What can I improve on?   What can I learn from my opponent?

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