News & Insights | News | 02 May 2018

Sowing the seeds of a "worst case scenario" with your counterparty can be a highly effective negotiation tactic. 

It’s not until you meet your counterpart across the negotiating table that you can begin to exert any influence on them, right? Wrong. By employing some skilled tactics at preconditioning, you can begin to have influence on the outcome even before you start negotiating.

Just recently a friend of mine told me about a tricky negotiation he had been involved with. As he wound up his preparations for the negotiation and was about to head off to his meeting, he had warned his boss that he was preparing himself for a hard time. 

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