First Impressions Do Matter When You Are Negotiating
from The Accidental Negotiator Hosted by Jim Anderson
I’m pretty sure that we’ve all heard that people make first impressions about us. In a negotiation, the expectation that someone is “tough” or “cooperative” can become a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absorb these expectations and become more a more competitive negotiator. How can we make this first impression thing work for us during a negotiation?
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This episode was published on October 30, 2021.
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