Max Bazerman

they're more likely to take your offer when you least want them to.

Absolutely. And when we think about things more deliberatively in advance of negotiation, we prepare more thoroughly and we're more effective in negotiation.

Absolutely. And when we think about things more deliberatively in advance of negotiation, we prepare more thoroughly and we're more effective in negotiation.

Absolutely. And when we think about things more deliberatively in advance of negotiation, we prepare more thoroughly and we're more effective in negotiation.

One of the aspects of the modern world is that there's so much information online. And this means that we can so often do our homework to have a better idea of what the zone of possible agreement might look like before the negotiation ever begins. So one of my favorite examples is the negotiation context that so many people find terrifying, which is going and buying a new car.

One of the aspects of the modern world is that there's so much information online. And this means that we can so often do our homework to have a better idea of what the zone of possible agreement might look like before the negotiation ever begins. So one of my favorite examples is the negotiation context that so many people find terrifying, which is going and buying a new car.

One of the aspects of the modern world is that there's so much information online. And this means that we can so often do our homework to have a better idea of what the zone of possible agreement might look like before the negotiation ever begins. So one of my favorite examples is the negotiation context that so many people find terrifying, which is going and buying a new car.

And what I find fascinating about the fact that people are terrified by this task is that it's so easy to get good information about the dealer cost of a car online. There's probably better than a dozen websites that will allow you to punch in the details of what you want to buy and find out the dealer cost. And once you do that, it allows you to have a very good idea of what the...

And what I find fascinating about the fact that people are terrified by this task is that it's so easy to get good information about the dealer cost of a car online. There's probably better than a dozen websites that will allow you to punch in the details of what you want to buy and find out the dealer cost. And once you do that, it allows you to have a very good idea of what the...

And what I find fascinating about the fact that people are terrified by this task is that it's so easy to get good information about the dealer cost of a car online. There's probably better than a dozen websites that will allow you to punch in the details of what you want to buy and find out the dealer cost. And once you do that, it allows you to have a very good idea of what the...

of what the zone of possible agreement should look like. And going back to your question, if you're going to put the number on the table, you want to put a number that's favorable to you, but yet reasonable enough that you're not so far worse than the other sides that they end up walking without wanting to talk to you anymore.

of what the zone of possible agreement should look like. And going back to your question, if you're going to put the number on the table, you want to put a number that's favorable to you, but yet reasonable enough that you're not so far worse than the other sides that they end up walking without wanting to talk to you anymore.

of what the zone of possible agreement should look like. And going back to your question, if you're going to put the number on the table, you want to put a number that's favorable to you, but yet reasonable enough that you're not so far worse than the other sides that they end up walking without wanting to talk to you anymore.

So every morning, class started the same way. I was teaching a group of Thai students, and I was teaching negotiation. Of course, they want to know, does this professor actually know anything in the real world? And their favorite way of assessing this is to say, professor, where did you go last night?

So every morning, class started the same way. I was teaching a group of Thai students, and I was teaching negotiation. Of course, they want to know, does this professor actually know anything in the real world? And their favorite way of assessing this is to say, professor, where did you go last night?

So every morning, class started the same way. I was teaching a group of Thai students, and I was teaching negotiation. Of course, they want to know, does this professor actually know anything in the real world? And their favorite way of assessing this is to say, professor, where did you go last night?

And after I would tell them, they would say, and how much did you pay the taxi driver to bring you home? Now, I need to put this into perspective. So this is before the taxi system changed in Bangkok to using meters. And before taxis used meters, you basically haggled. with the taxi driver.

And after I would tell them, they would say, and how much did you pay the taxi driver to bring you home? Now, I need to put this into perspective. So this is before the taxi system changed in Bangkok to using meters. And before taxis used meters, you basically haggled. with the taxi driver.

And after I would tell them, they would say, and how much did you pay the taxi driver to bring you home? Now, I need to put this into perspective. So this is before the taxi system changed in Bangkok to using meters. And before taxis used meters, you basically haggled. with the taxi driver.

You'd tell them where you want to go, and they would make me an offer, which would be too high, and you'd haggle, and typically in about 40 seconds, you'd converge on a price. You know, the first few days, they laughed at me, and they would basically tell me that I paid 40 cents too much or 80 cents too much, and that gave them a great chuckle, and they were happy. But I would say within two weeks,