When it comes to an opening number, sometimes the best bargaining move is to offer two

For decades, almost all negotiation scholars and teachers would have advised that making a range offer, such as asking for a “15 to 20%” discount rather than proposing a single number, would be a bad move—harmless at best, maybe even damaging. But new research from Columbia Business School suggests those scholars and teachers have gotten it at least partly wrong. A series of studies published this month shows that using certain range offers can have meaningful benefits. —> Read More Here


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