Negotiation involve 2 solutions - ours and theirs - to the same problem.
Remember, there are 4 bits of information present in all negotiations. We know 2 of them - our entry offer and our walk away. We must find out where they will enter. If we don't, we will be negotiating with ourselves.
Not knowing their proposals is like being deaf at an auction - we keep bidding against ourselves.
May (centre), Margaret (right)
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