News & Insights | News | 04 October 2017

“It is far better to be interested than interesting”. Alistair White examines the art of questioning in negotiation.

An essential prerequisite for any negotiator is an understanding of what is going on inside their negotiating partner’s head. What priorities do they have, what pressures are they under, what are their motivations? You cannot negotiate effectively unless you have a clear understanding of the other party’s agenda...

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