Appealing to others’ sense of fairness is one of the most persuasive tools we have as negotiators. When done skillfully, it cuts through posturing, inspires collaboration, and makes our assertions harder to resist.
How will you meet your goals if you can’t reach an agreement with your negotiating counterpart? Though this essential question should influence how you behave, many negotiators can’t answer it. Learn why it’s so important to know your alternatives.