"The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal concessions that will yield a desirable final offer."
— Robert B. Cialdini
The Truly Gifted Negotiator Then Is One Whose Initial Position Is Exaggerated
The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal concessions that will yield a desirable final offer.
From Influence
Source
Influence, Chapter 2
