Negotiation Research You Can Use: Make Stronger First Offers in Multi-Issue Negotiations

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Article Excerpt

Make stronger first offers in multi-issue negotiations

New research suggests how to frame your opening offer for maximum advantage.

Should you make the first offer in negotiation?

It’s not a trivial question. The negotiator who makes the first offer can powerfully anchor the discussion in her favor, research has found. In fact, the first offer accounts for between

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