How Much Should You Share During A Negotiation?

Negotiation is all about sharing. Well, at least pretty much all about sharing. One of the big questions that every negotiator is dealing with when we start a negotiation is just exactly how much we want to share with the other side. We all know that no matter what negotiation styles or negotiating techniques we use, we are going to have to share at least some information with the other side. The question that we are facing is how much is too much? Negotiators need some guidance in how to go about doing this sharing thing the correct way.