Effectively and efficiently gathering strategic information is a - TopicsExpress

Effectively and efficiently gathering strategic information is a critical but often underutilized part of the negotiation preparation process. Here are my Top Ten Information-Gathering Tactics: 1. Leave your ego at the door 2. Be sincere 3. Establish trust 4. List your information needs 5. Do the big schmooze 6. Ask questions. Ask questions. Ask questions! 7. Use the Funnel - open- to close-ended questions 8. Actively listen and use the power of silence 9. Ask why - get to interests, not positions 10. Evaluate and use nonverbals/body language Use these tactics to help prepare for and negotiate your next significant negotiation. You wont be disappointed. Dont we know what to do with what we know ?

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