Negotiation-Know Thy Enemy
KNOW THY ENEMY: Assessing The Opposition in Negotiations
Stalk Out Your Opposition
By this we mean to research as much as possible about the other party. You already know your goals and position; your success now rests with the other party. As you start on your data collection, bear in mind how important your relationship is with the other party to you. You might not want to tread on anyone’s toes if you foresee future negotiations with them.
Grab every opportunity to know your negotiator better– meetings, informal dinners, looking through documents and publications. Use this information to plan your negotiating strategy and feel free to make assumptions or inferences about the other party. This helps in readying your alternatives. Every piece of information contributes in building stronger arguments.