The first R: Research

- [Kwame] Okay, and so research, I feel like that one is pretty straightforward in that we are gathering information but can you go a little bit deeper into actually how you do that as kind of like a systematic approach to the research you do? - [Interviewee] You need to do research on two parties. One is yourself. You really have to understand what you're trying to do through this negotiation, what are you trying to achieve and why? Because as you look at the why's, it may give you insight that'll allow you to add a value and take advantage of opportunities that arise when you're talking to your counterpart. So you really want to have a good sense of what you need out of this relationship or out of this negotiation and get very clear on that. A second component of that is understanding what standards apply to the situation. So you want to make sure that what you wanted to get out of this is realistic. You can be…