When Forming First Offers, Take Precision into Account

Tailor the precision of your opening offer to your counterpart’s expertise.

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Article Excerpt

What should your first offer be in a negotiation?
The question doubtless has led to sleepless nights for negotiators who understand that the first offer in a negotiation tends to have a strong anchoring effect on the haggling that may follow. Because even extreme offers can pull the discussion in their direction, the question of how

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