When contract negotiations get stuck, be sure you do this

July 25, 2017
00:0000:00

It’s not news that understanding the other person’s key interests is a crucial skill for your negotiation skills toolbox. I knew that when I went into the contract negotiation in the following story…and I almost blew it anyway. It took a question born out of desperation to teach me that some interests can be elusive, surprising, and even downright unbelievable.