Find Out What Motivates the Other Guy When Planning Your Negotiations
2/17/09 at 4:58 PM by Jeanette Nyden, J.D. A discussion between two lawyers I recently listed in on reminded me that (usually) hidden motivations are what drive leverage in negotiations, not personality traits of the person you are negotiating with.
Let me elaborate; I put on my Negotiation Coach hat during the discussion I overheard and here is what I noticed – #1 Guy started by asking #2…
