The home team advantage (Influencing & Negotiation)
They’ve got Shisha pipes! Why would we want to meet here?
Negotiating in familiar surroundings can boost your confidence.
But negotiating in unfamiliar surroundings (like your opponent’s office) can reduce it.
One way to improve your negotiation outcomes is to suggest meeting in a neutral location. Or better still, ask people to come to you.
- Negotiating Tactics Workshop Guide
- Negotiating Tactics Infographic