Chapter 26Negotiating Principles: Get the Other Side to Commit First
Power Negotiators know you’re usually better off if you can get the other side to commit to a position first. Several reasons are obvious:
Their first offer may be much better than you expected.
It gives you information about them before you have to tell them anything.
It enables you to bracket their proposal (see Chapter 1). If they state a price first, you can bracket them, so ...
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