November 20, 2017

Archives for August 2014

Can being first ever make you come last?

I recently read an article from the school of Roberto Cialdini, the authority on influence. He recounts a negotiation with Andy Roddick and Lacoste where the first proposal from Lacoste lead to a less than satisfactory outcome.  It posed the question “Are there any situations when making the first offer, rather than serve as an […]