Whether negotiators are bidding on a firm, seeking agreement on a compensation package, or bargaining over a used car, someone has to make the first offer. Should it be you, or should you wait to hear what others have to say? How will the first offer influence the negotiation process and any final agreement?

The article, "Making the First Move," adapted from “Should You Make the First Offer?” by Adam D. Galinsky outlines the benefits of making the first offer while at the negotiation table.  By making the first offer, or move, it results in an anchoring effect that establishes a baseline and gravity for all future comparisons.  Research by the author demonstrates that making the first move shifts, or anchors, the negotiation in that person's favor, commonly resulting in better outcomes for the initiator.

While the author shares the benefits and influence of making the first offer, the article also shares situations when making the first move is not the right strategy.

Read the full article [here].