By Jonathan Hughes and Danny Ertel, partners at Vantage Partners, a global consultancy specializing in strategic partnerships and complex negotiations, this article is republished with permission as part of our licensing program. We welcome your thoughts on this topic in the comments section below.
When we advise our clients, we often ask them how they formulate their negotiation strategies. Most reply that they feel limited in how well they can prepare. What we hear most often is that it depends on what the other . . .