Advanced Negotiation training in Delémont · canton of JuraManagement Training in Delémont: Should You Make the First Offer?
Should you make the first offer? This is a practical question for team leaders in Delémont, across watchmaking subcontracting, machine tools, cantonal administration and family-owned SMEs in Jura. Here is what the studies establish, and what they do not.
What the Research Establishes
Adam Galinsky and Thomas Mussweiler (2001, Journal of Personality and Social Psychology) show that the first offer often anchors the negotiation.
The Limitations of the Evidence
The advantage reverses when knowledge of the market is limited.
What This Means for a Team Leader
Research does not provide a formula: it indicates where to focus attention. In Delémont, the challenge is to translate this finding into observable behaviour, then assess its effect within one's own team. This is one of the areas addressed in the [Advanced Negotiation training course in Delémont](/formation-negociation-avancee-delemont); all options are listed on the All Training Courses in Delémont page. (our executive and employee training programmes)
A Practical, Testable Implication in Delémont
In a Delémont-based SME, prepare for each supplier negotiation with a documented estimate before proposing an initial figure. To go further: explore the Advanced Negotiation training in Delémont in the canton of Jura, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Delémont
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