High-Level Negotiation

By Todd A. Stewart, Founding Partner

Recently, Joe Hernandez talked with our Vistage group about “High Level Negotiation.”  One key takeaway for me runs counter to something that you hear a lot.  His point is that you should use anchoring (i.e., the idea that people rely heavily on an idea or number they’ve heard recently) to your benefit and be the person who makes the first offer.  Our informal class exercise supported this and the final negotiated value for most groups clustered around the first offer, whether it was near $20,000 or three times this amount. 

For more information:  https://www.lionsharenegotiations.com/.

*Intended as general guidance only and not as legal advice.