In negotiating, is a more precise opening offer always better? It might be — but it depends on the experience level of the person with whom you’re negotiating, a recent study from Germany found.
In the study, researchers showed that increasing the precision of an opening offer improved a person’s negotiations with amateurs, but could actually backfire on negotiations with experts.
In most situations, precision can influence social perceptions during a negotiation, suggesting more confidence and competence, the researchers wrote in their study, which was published in October in the journal Psychological Science.
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