NEW STUDY: How to Win a Negotiation

Date:04-09-2013 06:50:04 read:5
Category:Life Style-->Entertainment

We told you it would work.

Fortune favors the brave. Make the first offer in a negotiation—whether you’re asking for a raise or agreeing on a tee time with buddies—and you’ll walk away in better shape, says a new study from Johns Hopkins University.

When experienced business managers took part in a hypothetical negotiation, those who made the initial attempt nearly doubled their take-home value compared to execs who waited for the other guy to start the bidding.

Here’s why: Throwing out the first proposal focuses your counterpart’s brain on your offer, explains study coauthor Brian Gunia, Ph.D. And decades of psychology research proves people have a hard time ignoring available figures—even when they know they should, Gunia adds.

Try it outside the office: Scheduling a doctor’s appointment? Choosing a weekend to take a trip with your girlfriend? Make the first suggestion, and you’re more likely to get your way, Gunia’s research shows.

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    Ever For Health Copy Rights 2013