Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
5108865 | Business Horizons | 2017 | 4 Pages |
Abstract
Drawing from a wealth of negotiation research, my previous installment of Negotiating Life advised negotiators to make the first offer if they can. But sometimes they can't. Sometimes, despite a negotiator's best efforts, the other side moves first. In this article, I provide a framework for responding to another negotiator's first offer, suggesting that the appropriate response varies markedly depending on the quality of the offer. This provides a more comprehensive strategy for making and managing early offers in a negotiation.
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Authors
Brian C. Gunia,