Golden Rule No. 1: Have the Courage to Set a High Initial Demand
It is not a case of transferring the techniques of a carpet salesman in an Oriental bazaar to the business world, but of creating some negotiating space, allowing yourself enough room for maneuver to avoid ending up with your “back against the wall.”
Quite clearly, “setting the bar high” comes with a risk, which must be calibrated. Research carried out at Harvard University reveals that the ability to take certain risks is a quality shared by the best negotiators. Other studies, particularly those carried out at the University of Southern California, confirm that a negotiator’s effectiveness is largely connected to the level of his initial demand: It should be as high as possible, ...
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