Using Information to Your Advantage

How much should you reveal to an opponent during a negotiation?

In all types of negotiation, information is power. Win-winnegotiation is no exception. In fact, the more information bothparties have, the smoother and more productive the negotiation canbe.

But remember, your opponent will want to know the same kinds ofthings about you and your position that you will in turn want toknow about him, so be prepared to offer some of that informationunder the right circumstances. Conventional wisdom says that youshould play your cards close to the vest, but sometimes theexchange of information can be a transaction within a transactionthat smoothes the larger negotiation.

Excerpted from Creative Selling: Boost your B2B sales

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