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Kamikaze negotiating has its advantages

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in Leaders & Managers,Workplace Communication

Early in a job interview, you ask for much more money than the other side could possibly offer. In your first meeting with a new vendor, you make a low-ball bid that’s sure to be shot down.

Is that kind of kamikaze negotiating as pointless as it seems? Maybe not. A new book on negotiating maintains that making an unrealistic demand early on, then working through the stalemate it causes, actually helps you get what you want faster, for these reasons:

1. Your demand flushes out concessions the other side is holding in reserve.

2. You increase the perceived value of what you bring to the table.

3. You might get what you ask for.

4. An unreasonable demand gives you an early chance to make important concessions, which, paradoxically, can set up a climate of cooperation.

— Adapted from Secrets of Power Negotiating, Roger Dawson, Career Press.

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