What this means for the negotiator could be:

  • You can’t win with ALL adversaries. Knowing whom you can trust, and get them to trust you, is key to getting winning outcomes;
  • You don’t just learn about your adversaries by talking to them only. You can get more information about your adversaries from their colleagues, business partners or industry news in general;
  • In negotiation, knowing your adversary could be just as important to letting your adversary know you. If the adversary is someone whom you do not know, start with disclosing less sensitive details in smaller deals.

While there are overwhelming tips, techniques and other resources on how to win in negotiations, there is only ONE thing on the minds of your adversaries, and that is “Why should I let YOU win?”


CJ Ng, Ezine Articles October 2010