How To Manage Expectations When You Are Negotiating
from The Accidental Negotiator Hosted by Jim Anderson
When you jump into a negotiation, do you know what you want to get out of the negotiation? Perhaps a much more important question is does the other side have a set of expectations regarding what they want to get out of the negotiations no matter what negotiation styles or negotiating techniques are used? It turns out that as a negotiator, one of your responsibilities is to make sure that during the negotiations you take the time to carefully manage the other side’s expectations. You need to make sure that when the negotiation is over, their expectations have been met. Now comes the big question – do you know how to go about doing this?
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