Effective utilization of information during a negotiation does not always include full and open disclosure. In the unlikely event that the power structure changes negatively in the future, there is no chance of retaliation or escalation.
In negotiations, two or more parties work together to find a compromise or a solution that is acceptable to all parties in order to achieve a specific end objective. One party will express their stance, and the other will either accept the terms or respond with a different one. Up until a resolution is reached by both sides, the procedure continues.
Before a negotiation starts, participants try to understand as much as they can about the other party's position, including its advantages and disadvantages, how to get ready to defend their positions, and any potential counterarguments.
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