As negotiation is usually an ongoing process, you have time to gather information on what the other party really wants. The ease of gathering this information depends on how early you start – weeks or even months beforehand is far better than hours.
Information is gathered from anyone who works with or for the person(s) you will face during the negotiation. Don’t forget past employees, their customers and competitors. Also be aware that the information gathering process does not stop once the formal negotiation begins – it just gets a little faster. Practice effective listening techniques and watch for cues throughout the negotiation process. There are three types of cues to look for:
a) unintentional; the transmission of an unintentional message by verbal or physical cues,
b) verbal; where voice tone or emphasis is not consistent with the words being spoken,
c) behavioural; body language which tells the truth when words don’t necessarily do so.
