Question
Information gathering is crucial in negotiations as it helps in the process of discovery. It allows you to uncover as much information as possible, which can prevent being blindsided by surprises and manage high emotions. It's not just about achieving your goal, but understanding the whole situation.
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Not every negotiation is as high stakes as a hostage situation where lives are on the line; but in any negotiation emotions can run high and you can be blindsided by surprises. Whatever you are trying to achieve, remember that every negotiation is a process of discovery. Your aim is to uncover as much information as possible.
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