People at the negotiation table are always hesitant to make the - TopicsExpress

People at the negotiation table are always hesitant to make the first offer. But research shows that making the first offer not only sets the tone but also has two other advantages: it signals confidence and strength, and it creates more flexibility to make concessions without getting stuck with a bad deal. Of course, the credibility of your first offer depends on having a legitimate rationale to back it up. I love it when a party comes to a settlement conference with a good first offer because I know they are ready for this negotiation. They have done their homework. When I see a side insisting that the other side make an offer, I can usually safely assume that side has not realistically assessed their case. A good rule of thumb: if you have arrived at the bargaining table unprepared to make the first offer, you haven’t prepared enough. linkedin/today/post/article/20130603122628-69244073-the-bad-habits-of-good-negotiators?_mSplash=1

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