The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.


Influence: science and practice (ed. Pearson Scott Foresman, 1988)

Robert Cialdini Quotes

The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a...

The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a...

The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a...

The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a...