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Strategic Information

Information Asymmetry

Definition: Withholding key details to maintain a strategic advantage.

Purpose: To protect negotiating leverage.

Example Scenario: Not revealing your maximum budget during negotiations to avoid weakening your position.

How to Counter: Ask specific questions and verify information independently.

Selective Disclosure

Definition: Sharing only favorable information.

Purpose: To positively influence perceptions.

Example Scenario: Emphasizing only positive reviews of your product during a sales negotiation.

How to Counter: Probe thoroughly with targeted questions to uncover a balanced picture.

Questioning & Active Listening

Definition: Using questions and listening carefully to uncover underlying needs and priorities.

Purpose: To gather critical insights into the other party’s position.

Example Scenario: Asking about challenges faced by your client to tailor a solution effectively.

How to Counter: Be deliberate about what you disclose and redirect conversations when needed.

Quick Check 🚀

# Information asymmetry involves: 1. [ ] Complete transparency 1. [x] Withholding strategic details 1. [ ] Immediate negotiation end 1. [ ] Sharing irrelevant details # Selective disclosure helps negotiators: 1. [ ] Reveal full weaknesses 1. [x] Shape perceptions favorably 1. [ ] Concede rapidly 1. [ ] Create urgency # Active listening primarily helps to: 1. [ ] Conceal intentions 1. [x] Understand the other party's needs 1. [ ] Quickly conclude talks 1. [ ] Apply pressure # Scenario: You deliberately share only favorable information about your product. This is: 1. [ ] Active Listening 1. [x] Selective Disclosure 1. [ ] Reciprocity 1. [ ] Mirroring # Scenario: You avoid disclosing your maximum budget to maintain leverage. This is: 1. [ ] Active Listening 1. [x] Information Asymmetry 1. [ ] Framing 1. [ ] Labeling