Conditioned behaviour
13 September 2012
In the second of our series of articles on negotiating skills, Peter Evans explains how to use conditioning, or managing supplier expectations, to get the best deal
As part of the process of planning negotiations, parties will attempt to identify what information they wish to disclose and how they want their negotiating partners to perceive them. This is known as conditioning.
Dictionary definitions of conditioning cover the way it aims to limit or alter responses or establish a particular action by another party, but these...