Pay little attention to initial offers. Treat an initial offer as merely a point of departure. Everyone has to have an initial position. These initial offers tend to be extreme and idealistic. Treat them as such. Emphasize win– win solutions. Inexperienced negotiators often assume that their gain must come at the expense of the other party. As noted with integrative bargaining, that need not be the case. There are often win–win solutions. But assuming a zero-sum game means missed opportunities for trade-offs that could benefit both sides. So if conditions are supportive, look for an integrative solution. Frame options in terms of your opponent’s interests, and look for solutions that can allow your opponent, as well as yourself, to declare a victory
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