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Signaling
People are constantly signaling
in a negotiation and it is very important to watch for signals as
the negotiation proceeds. Sometimes signals are overt and quite
clear, but often they are subtle and easy to miss.
Signals come in three varieties.
First there are those that people intend to send and that are
true. People send signals instead of saying things outright in
order to convey information while preserving some degree of
deniability.
Second, there are signals that
people intend to send that are false. These signals are hints
that are designed to mislead you and direct you away from the
other party's true goals or LAS.
Third, there are signals that
people unintentionally let slip out that can provide critical
information on what they want or will accept. These unintended
signals can be very valuable, provided that you can distinguish
them from the misleading ones.
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