The Right Questions Reveal the Real Constraints
The right questions reveal the real constraints — what studies show, and what they do not.
The Research
Thompson (1991, Journal of Experimental Social Psychology) shows that few negotiators discover the other party's actual interests.
The Limitation
Simulation experiments, student samples.
The Nuance
Negotiators contend with stated positions, while the interests behind them are often compatible. (our executive and employee training programmes)
Practical Implication, Testable in Lausanne
Prepare five questions about the other party's real constraints and ask them before making any offer. To go further: explore the Advanced Negotiation training in Lausanne in the canton of Vaud, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Lausanne
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