How does preparation differ when facing a negotiation with an opponent who has a reputation of being "tough but fair" versus preparation for an opponent with the reputation of being "tough and devious"?
What will be an ideal response?
Negotiating with a tough but fair negotiator means preparing for potentially difficult negotiations while being aware that the other party will push hard for their perspective but will also be rational and fair in their behavior. Negotiating with a tough and devious other party means that negotiators need to verify what the other says, be vigilant for dirty tricks, and be more guarded about sharing information.
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