Monday, January 21, 2008

The Fifth Principle of Negotiation

The fifth principle of negotiation is that when you are not sure what to decide on a particular point, the best tactic is to add something to the discussion which "puts the ball in the other party's court" and gives your opponent responsibility for the next decision. This approach gives you more time to reach the decision that was facing you, and it may also give you new and valuable information from your opponent's response to the new matter.

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