For all leadership and management. The how-to best practices in negotiation strategy. Good read.
Capture powerful negotiation advantages by knowing whether to make the first offer.
Most people believe that you gain a strong advantage in negotiations by letting the other party put an offer on the table first. By waiting for an offer, you receive valuable information about the other side’s bargaining position. But the overwhelming evidence actually favors the opposite strategy: there is usually much more to gain by making the first move yourself.
Read full article via Negotiation Advantage — Wharton@Work September 2012.