Assessing the Other Party in a Negotiation Strategy

The video tutorial discusses strategic planning in negotiation, emphasizing the importance of understanding oneself, the other party, and the context. It highlights the need to assess the counterpart's interests, objectives, and alternatives to determine their resistance point. Negotiation is portrayed as a communication exercise involving direct and indirect information exchange. The tutorial also covers the significance of research and perspective taking to gather insights and influence the negotiation process effectively.

What is meant by the 'resistance point' in negotiation?

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What types of research can be conducted to gather information for negotiation?

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How does perspective taking contribute to understanding the other party's position?

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