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  • August 2007
  • Column
  • Negotiation

Pitch Your Offer—and Close the Deal

By: Deepak Malhotra and Max H. Bazerman
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Abstract

The article offers several strategies on how to be a good negotiator and decision maker for business developments. The strategies that are presented were an extract from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. The primary tip "unbundle gains, bundle losses," refers to gaining money in installments but losing money in one lump sum. This is followed by "leverage the power of justification," which focuses on negotiators' failure in providing a justification for their offers and proposals. And lastly, the strategy called "issue token or gifts," which is familiarly known as giving away gifts to counterparts. It was noted that a negotiator should see to it that his counterpart would not feel insulted by the offered gifts.

Keywords

Decision Making; Negotiation; Negotiation Offer; Negotiation Tactics; Strategy

Citation

Malhotra, Deepak, and Max H. Bazerman. "Pitch Your Offer—and Close the Deal." Negotiation 10, no. 8 (August 2007).
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About The Authors

Deepak Malhotra

Negotiation, Organizations & Markets
→More Publications

Max H. Bazerman

Negotiation, Organizations & Markets
→More Publications

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More from the Authors
  • Decision Leadership: Empowering Others to Make Better Choices By: Don A. Moore and Max H. Bazerman
  • Megastudies Improve the Impact of Applied Behavioural Science By: Katherine L. Milkman, Dena Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Pepi Pandiloski, Yeji Park, Aneesh Rai, Max Bazerman, John Beshears, Lauri Bonacorsi, Colin Camerer, Edward Chang, Gretchen Chapman, Robert Cialdini, Hengchen Dai, Lauren Eskreis-Winkler, Ayelet Fishbach, James J. Gross, Samantha Horn, Alexa Hubbard, Steven J. Jones, Dean Karlan, Tim Kautz, Erika Kirgios, Joowon Klusowski, Ariella Kristal, Rahul Ladhania, Jens Ludwig, George Loewenstein, Barbara Mellers, Sendhil Mullainathan, Silvia Saccardo, Jann Spiess, Gaurav Suri, Joachim H. Talloen, Jamie Taxer, Yaacov Trope, Lyle Ungar, Kevin G. Volpp, Ashley Whillans, Jonathan Zinman and Angela L. Duckworth
  • Slice Labs: Creating a Fraud-free Online Insurance Platform By: Amit Goldenberg and Max Bazerman
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