Your place or mine?
When possible, I negotiate on my own turf.
I prefer a neutral site, where no one has an advantage.
I like to negotiate wherever the other party will be most comfortable.
It makes no difference to me where I negotiate.
Outnumber the other side?
I feel at a disadvantage if the other side brings a larger team to the table.
I often find that being outnumbered actually benefits me.
It doesn’t matter much if I’m on the bigger team or the smaller one.
Make the first offer?
I like to make the first offer in order to shape the other side’s expectations.
I try to get the other side to make the first proposal, as they may offer more than
I expected.It usually doesn’t matter to me who makes the first offer.
Your approach in the beginning?
I state my position strongly early on, so that my counterpart doesn’t think I’m weak.
I state my position strongly early on but may become more flexible if my counterpart seems trustworthy.
I try not to seem too tough, because i...