More today on negotiating tools, techniques and expertise — this article from Columbia Business School. Good read for all leaderhip, management and those in communication roles.
Excerpt: It’s crucial to be prepared to test and overturn your own assumptions — because while stereotypes may sometimes reflect insights that help prepare in a negotiation, exaggerated or just plain wrong stereotypes hinder judgment. Likewise, assuming that superficial similarities signal deeper motivations can make for poor judgments. “If I come in thinking the other party wants price more than quality, it’s a reasonable starting assumption that I’ll want to test that over the course of the conversation and be ready for sign that I’m incorrect.”
Read full article via Columbia Ideas at Work : Feature : Negotiating+Judgment. From Columbia Business School