If a negotiator must give the first opening offer, or choose to do so for strategic reasons, then they should choose the offer that is closest to their resistance point.

Question

Quizplus · Accepted Answer

The negotiator should start with an offer that is more extreme than their actual target point, but not so extreme as to be dismissed as unreasonable, to allow room for concessions and to anchor the negotiation favorably.

If a Negotiator Must Give the First Opening Offer, or Choose