Asking Advice to your Counterpart in Negotiations

Negotiating and Bargaining
Knowledge Center

Best Practices

Sign up

Chloe Xu
Director, Australia

Asking Advice to your Counterpart in Negotiations

In negotiation, seeking advice from others or even your counterpart could be an effective strategy, even if working WITH your counterpart seems counter effective at first sight. The possible benefits generated by advice seeking can be:
  • PROBLEM SOLVING. It is obvious that asking questions helps you find solutions to genuine problems. An advice request shows your interest in the counterpart’s ideas and encourages him/her to propose solutions you might never have thought of. In addition, seeking advice can disarm potentially defensive opponents. When asking for advice rather than issuing demands or attacks, you will be able to frame the negotiation as a joint problem solving task and establish a norm for collaboration.
  • FLATTERY. Accordingly to research, in difficult negotiation situations, asking for advice will increase your likability. Does it matter if your counterpart likes you? Research indicates that likeability works even better than perceived competence in hiring and other activities. Asking for advice is an implicit endorsement of someone’s opinions, values, and expertise. Furthermore, because advice requests signal respect, they are possible to flatter almost anyone.
  • PERSPECTIVE TAKING. One study shows that advice requests turned negotiators into better perspective takers. A powerful force in negotiation, perspective taking enables different parties to understand each other’s underlying interests, work out creative solutions together, and avoid harsh attributions for behaviour.
  • COMMITMENT. Delivering advice requires a small amount of time, but it creates an invaluable sense of commitment. At the bargaining table, a negotiator who is asked for and gives advice is much more likely to follow through on any negotiated agreement he/she helps create. This is especially true when you’re dealing with agents in negotiations. When seeking advice from others, you give a part of responsibility for your outcome to your counterpart and motivate him/her to advocate for your cause to her principal, the ultimate decision-maker.
What do you think of the role advice seeking plays at the negotiation table?

Sources: PON (2016). How to Work with Your Counterpart in Negotiations. Program on Negotiation, Harvard Law School.

Participate and leave a comment
Exchanging your ideas stimulates your personal and professional development. And you can help other people! Please motivate your point of view. You can still edit your comment for 3 hours.

Start a new forum topic


More on Negotiating and Bargaining
Negotiation Strategies and Tactics
Different Negotiating Types / Bargaining Styles
Tripartite Social Dialogue to Build Trust and Collaboration Among Government, Business and Labour
Rules and Tips for Price Negotiations
Negotiation: The Final Offer Arbitration Challenge
BATNA: Should you Accept or Reject a Deal?
The Ethics of Negotiations
Stages in the Negotiation Process (Manning & Robertson)
How to Avoid Legal Pitfalls of Negotiating Contracts?
🔥What is a Pre-Negotiation Agreement? Good Faith
Collective Bargaining : Role of Chairman?
Contract Lifecycle Management
Is Negotiation a Science or an Art?
What do you need to be a Smart Negotiator ?
Influence of Collective Bargaining in Public Sector
Best Practices
Four Principles for Effective Negotiation
Should you Negotiate Tough or Be Nice?
Preparing for a Negotiation: BATNA or Bottom Line?
Negotiating for Personal Purposes (Kolb)
Negotiating while Making Multiple Equivalent Simultaneous Offers: THE MESO STRATEGY
Issues in the Negotiation Process (Manning & Robertson)
Negotiating Without a BATNA
Asking Advice to your Counterpart in Negotiations
Negotiation Intentions of Mastenbroek
Special Interest Group

Are you interested in Negotiating and Bargaining? Sign up for free

Notify your students

Copy this into your study materials:

and add a hyperlink to:

Link to this discussion

Copy this HTML code to your web site:

Negotiating and Bargaining
Knowledge Center

About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
© 2021 12manage - The Executive Fast Track. V15.8 - Last updated: 12-5-2021. All names ™ of their owners.