Barry Nalebuff

So I appreciate that you should be empathetic and curious about what the other side's interests and positions are. In fact, one of the things I like people to do is to make the other side's arguments for them. You see, we can't always win on every point, but we can always be understood.

So I appreciate that you should be empathetic and curious about what the other side's interests and positions are. In fact, one of the things I like people to do is to make the other side's arguments for them. You see, we can't always win on every point, but we can always be understood.

So I appreciate that you should be empathetic and curious about what the other side's interests and positions are. In fact, one of the things I like people to do is to make the other side's arguments for them. You see, we can't always win on every point, but we can always be understood.

And a great way to demonstrate that you understand the other side's perspective is to make their arguments for them.

And a great way to demonstrate that you understand the other side's perspective is to make their arguments for them.

And a great way to demonstrate that you understand the other side's perspective is to make their arguments for them.

What I'm trying to do is figure out what it is that they want. Because my goal in negotiation is actually to give them what they want. The reason is, if they get what they want, then I can get what it is that I want.

What I'm trying to do is figure out what it is that they want. Because my goal in negotiation is actually to give them what they want. The reason is, if they get what they want, then I can get what it is that I want.

What I'm trying to do is figure out what it is that they want. Because my goal in negotiation is actually to give them what they want. The reason is, if they get what they want, then I can get what it is that I want.

That's a long list. So one classic mistake is that they try and anchor with a low ball offer or a super high ask, and they try and soften up the other side. But the problem with doing that is that you make yourself untrustworthy. If I'm selling something that's worth $1,000 and you offer me $200 for it, are you trying to take advantage of me? Do you not know what this item is worth?

That's a long list. So one classic mistake is that they try and anchor with a low ball offer or a super high ask, and they try and soften up the other side. But the problem with doing that is that you make yourself untrustworthy. If I'm selling something that's worth $1,000 and you offer me $200 for it, are you trying to take advantage of me? Do you not know what this item is worth?

That's a long list. So one classic mistake is that they try and anchor with a low ball offer or a super high ask, and they try and soften up the other side. But the problem with doing that is that you make yourself untrustworthy. If I'm selling something that's worth $1,000 and you offer me $200 for it, are you trying to take advantage of me? Do you not know what this item is worth?

If I were to say yes to that deal, what kind of person are you? And then you have to come up, say, from $200 to $600 to $750 to $900. And next thing you know, you've demonstrated that you are just like Gumby. You're totally flexible, that you have no principles in terms of the way in which you're negotiating.

If I were to say yes to that deal, what kind of person are you? And then you have to come up, say, from $200 to $600 to $750 to $900. And next thing you know, you've demonstrated that you are just like Gumby. You're totally flexible, that you have no principles in terms of the way in which you're negotiating.

If I were to say yes to that deal, what kind of person are you? And then you have to come up, say, from $200 to $600 to $750 to $900. And next thing you know, you've demonstrated that you are just like Gumby. You're totally flexible, that you have no principles in terms of the way in which you're negotiating.

And so by starting at a point that's unreasonably far away from an appropriate number, causes all sorts of troubles in negotiation thereafter.

And so by starting at a point that's unreasonably far away from an appropriate number, causes all sorts of troubles in negotiation thereafter.

And so by starting at a point that's unreasonably far away from an appropriate number, causes all sorts of troubles in negotiation thereafter.

Absolutely. So I'm not saying you start off with $1,000, but I also don't want you to start off with $200. I want you to start off with a number that you can justify. If they ask you how you came up with that number, a good answer isn't, yeah, I tried to pick this low number because I read in a book somewhere that's a good way of softening you up and that I can anchor you with that number.

Absolutely. So I'm not saying you start off with $1,000, but I also don't want you to start off with $200. I want you to start off with a number that you can justify. If they ask you how you came up with that number, a good answer isn't, yeah, I tried to pick this low number because I read in a book somewhere that's a good way of softening you up and that I can anchor you with that number.