When people bargain, they often go to extremes to get the upper hand. Negotiators are famous for making ridiculous demands and then offering a series of small compromises to appear reasonable. By retreating from an extreme starting point, negotiators eventually land on the outcome they preferred all along, all while looking like they were giving up important concessions.
When a Negotiating Weakness Is Really a Strength
When a Negotiating Weakness Is Really a…
When a Negotiating Weakness Is Really a Strength
When people bargain, they often go to extremes to get the upper hand. Negotiators are famous for making ridiculous demands and then offering a series of small compromises to appear reasonable. By retreating from an extreme starting point, negotiators eventually land on the outcome they preferred all along, all while looking like they were giving up important concessions.