To guess how the other side will act in a negotiation, what should you find out about their past dealings and company ways?

To effectively anticipate how the other side will act in a negotiation, it is crucial to gather comprehensive information about their past dealings and their company's internal ways. Regarding past dealings, one should investigate their historical negotiation styles and tactics. This includes observing whether they typically employ aggressive, positional bargaining (where each side argues for extreme positions), or a more collaborative, principled negotiation approach (focusing on mutual interests). Understanding their past concession patterns is vital; this means identifying how readily they made concessions, which are offerings or compromises given to facilitate an agreement. For instance, do they make small, incremental concessions, or do they hold firm until the final stages? It is also important to identify their walk-aw....