Insights | Noticias | 27 July 2016

Is it better to negotiate with an unskilled counter-party, and does that confer a competitive advantage?

Or should you hope that the person facing you across the negotiating table is as competent as you?

A friend of mine recently asked me whether we teach our retail clients different skills from our supplier clients on our workshops. As I had just started the downswing on my final tee shot on what was, to that point, the best round of golf I’d played in about ten years, his question was certainly unexpected (and I suspect designed to be deliberately distracting, leading as I was by two shots at that point!). As we both watched my tee shot sail ‘majestically’ out of bounds into the trees, I inquired (as calmly as I could between gritted teeth) why he was asking the question...

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