Improve Your Negotiations With The 5 Golden Rules.   LEARN THEM

When evaluating whether to make the first offer in a negotiation, here are several factors that support doing so:

1) Your side traditionally makes the first offer;

2) You have sufficient information to determine an appropriate starting point;

3) It will substantially set the parties’ expectations; and

4) You have a strategic advantage (leverage or information) which will likely lessen over time.

Finally, new research about the first offer effect (sometimes referred to as anchoring) – that negotiators typically achieve better outcomes when making the first offer than when receiving it – also supports taking the initiative and making the first offer when appropriate.

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