The ''other'' party: Getting into the mind of your negotiating counterpart

The ''other'' party: Getting into the mind of your negotiating counterpart

Tips on how to put yourself in the other party’s shoes and effectively understand his or her stakes.

Author(s): John Gasink, Jeff Weiss

Publisher: Ivey Business Journal

Date of publication: 2004

Read this article on the publisher's website [Ivey Business Journal]