In negotiation, knowledge is power. The more that you know, the better off you will be during negotiations. Share information as needed, especially if it could hurt your side. Finally, the chapter discusses using the telephone. The suggestions given in the checklists are excellent ones, especially with the tremendous growth that medium has seen.
Many people assume that since they have used the telephone for years already, they know enough.
The text provides some practical suggestions for keeping telephone conversations efficient, on track, and short.