Negotiators Share Information, Not Reciprocal Concessions

I think it's really, really smart to make sure that you're triggering reciprocity with your vulnerability. A, your sharing little bit, getting a little bit in return. And i think that's something that m novice negotiators often overlook. They say, oh, be open. Be transparent. Here is my entire life. Oh, wo, wo wo. You're not getting a reciprocal concession. All this is great. Well, let's talk about reasonable adjustments again. I think this is something that's overlooked too frequently in negotiations when it's appropriate to adjust.