When Negotiating Multiple Issues, Who Should Make The First Offer?
Negotiators need to understand if they should be the ones making the first offer in a negotiation especially if there are multiple issues on the table
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How To Make Anchoring Work For You During A Negotiation
During a negotiation, sometimes something amazing happens. When one side presents a number to the other side, that side can all of suddenly end up irrationally fixating on that first number that was put forth at the bargaining table. This number is called “the anchor”. The other side (or us) can become fixated with it … Read more
Negotiating: Men vs. Women – Who Wants To Win More?
In the world of negotiations there is a classic question that has existed since the start of time: who wants to “win” a negotiation more, men or women? I’ve heard this one debated over countless meals in countless bars over the years and yet I’ve never hear a good answer. We all have different negotiation … Read more