Your 3 Toughest Competitors in Every Sale

Negotiation and Egocentric Misperception A major difficulty acknowledged in negotiation and conflict resolution research is that parties tend to exaggerate the degree to which the other party’s interests oppose their own. This egocentric view is commonly held as a true belief – or it may be used as a negotiation tactic to enhance power and control.

Meeting with a prospect seems like a gift when, after a brief discovery phase, they ask you to submit a proposal. From their immediate interest, you are certain you must have the ideal solution for what they say they want.