Top Ten Information-Gathering Tactics

Posted on | June 12, 2009 |

Effectively and efficiently gathering strategic information is a critical but often underutilized part of the negotiation preparation process. Here are my Top Ten Information-Gathering Tactics:

1. Leave your ego at the door
2. Be sincere
3. Establish trust
4. List your information needs
5. Do the “big schmooze”
6. Ask questions. Ask questions. Ask questions!
7. Use the Funnel – open- to close-ended questions
8. Actively listen and use the “power of silence”
9. Ask “why” – get to interests, not positions
10. Evaluate and use nonverbals/body language

Use them to help prepare for your next significant negotiation. You won’t be disappointed.

For a comprehensive discussion of each, sign up for a free trial of my ExpertNegotiator Planning & Management Software to access the online version of my book, Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press 2004).

Marty Latz is the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, a Web-based software company that helps managers and negotiators more effectively negotiate and implement best practices based on the experts’ proven research. He is also the author of Gain the Edge: Negotiating to Get What You Want. He can be reached at 480-951-3222 or Latz@ExpertNegotiator.com.

Comments