When two parties sit down to negotiate a compromise, they start by asking for everything.
They start from a position of strength.
Yes, BUT with the understanding is that once the "bluffing" and posturing part is over, that when the REAL negotiations start, both sides will have to give up something in order to get something.......get what they want.
And, in the real world, the reasonable ones are prepared to do that. Because they know there is no other way.
Gerry Spence and tons of other successful trial attorney's have written exxtensively on the art of negotiation.
I hear a Lot of Talk of Negotiating from a Position of Strength.
That is a Great Strategy. But it is Usually reserved for the Side that Has the Strength, and not the Side that Doesn't.?
ah yes, then there is that.
The truth is that, in most every negotiation, both sides pretty much know in advance what cards each other are holding. I mean, it's not like a high stakes poker game or anything.
Everyone already knows, and thus, part of the REAL art of being a successful negotiator is to *know* this, and somehow manage to make a deal that is still prettty decent.
But a reasonable deal. Not all or nothing. Esp. if you have "less" to offer