Chapter 6
Researching the Other Party
In Chapter 4 we discussed gathering data to help you understand the requirement you’ll be negotiating and your custom-er’s needs, as well to help you develop your own negotiating positions. The data you gathered through market research focused mainly on the acquisition itself, not on the folks who will be sitting on the other side of the table.
In this chapter, we shift gears and look at how to collect data and other information that can give you clues about what to expect from the other side during the negotiation event. To prepare for the negotiation properly, you want to get as much general information as possible on the company you’ll be dealing with. You’ll also want to know as much as possible about ...
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