February 26th, 2018
In a negotiation one of the keys to a successful negotiation is managing your counterpart’s expectations. We would all like to have a win – win negotiation, but part of that is managing your counterpart’s expectations. In the end what were their expectations of the outcome? What happens when they shared their results with others? How was the overall experience with you and the negotiation? This article will discuss each of these items. Perceptions matter, not just the results.