Once you know that scientific evidence supports the negotiator who makes the first offer, you may go so far as to cover your ears when you realize that the other party is about to present you with an opening offer.
But it’s not wise to tune the other party out if she is ready to make you an offer. A better strategy is simply to remind yourself of your own first offer before the other party delivers hers. Preparing your opening offer is your best defense. Under typical conditions, however, most people haven’t prepared their opening and are swept out to sea when the other party opens first.
Here are some handy points to think about in advance:
If you haven’t prepared an opening offer, you ...