"Effectiveness at the conference table depends on overstating one's demands."
The most obvious reason to overstate your position is that you just might get it. But the best reason is that the other side expects you to. Just make sure your position is plausible otherwise the other side will disregard it. People intuitively bracket the demand/offer and then split the difference between each party’s maximum plausible position.
Knowing this, you can maneuver the other side into giving you more of what you want.
When engaging in any mediation or settlement process, put these negotiating skills to use to help you achieve the optimal outcome. This free monthly One Minute Negotiating Tip is based on Linda Bulmash's highly acclaimed column, Negotiate Like The Winners.
Did you miss an issue? Visit our Archives.