Should you make the first offer?
Should you make the first offer? — what studies show, and what they don't.
The research
Adam Galinsky and Thomas Mussweiler (2001, Journal of Personality and Social Psychology) find first movers often gain via anchoring.
The limit
Simulations, often with students. (our executive and employee training programmes)
Practical check in Lausanne
Document three external price references before negotiating. To go further: explore the Advanced Negotiation training in Lausanne, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Lausanne
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