The Negotiation Dance: 5 Reasons Not To Sit Out

Negotiating price (or a settlement amount) can be a long and frustrating process.Think about the last time you bought a car. Exhausting, wasn’t it? And yet research has shown that the outcome is often predictable. Professor Peter Robinson of Pepperdine University reports that such negotiations usually end with an agreement about halfway between the first two reasonable offers. Doesn’t this mean that we can skip all the bargaining rigamarole, figure out what the most reasonable midpoint number is, offer that, stick to it as our “bottom line,” and be confident of settlement?

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