Instead of making one single offer, try offering 3 possible scenarios:<ol><li> Something that works for you but can be very expensive for the other party. A win-lose.</li><li> The red herring. Something that is a lose-lose for both parties. An option through which no one wins.</li><li>Something that is a middle ground and a win-win for both. </li></ol>Social psychology shows when you present  more options (the red herring), the other party will rarely decline all the options.

Use a Red Herring

The value of an offer is influenced by the first realistic number that enters the conversation.Once this number—or anchor—is set, other judgements are made by adjusting away from that number as the reference point.

Give Them an Anchor They Can’t Refuse

<ol><li>Judgement: Evaluate the content of the available options for its fairness.</li><li>Choice: Determine which available option is preferred.</li></ol>

Negotiator perform 2 cognitive tasks:

... is a key life skill, an inherently interpersonal activity that requires a good understanding of human psyche, and it is vital to your success.

Negotiation

How many times have you had that meeting where the HR person or your boss ushers you in, smiles warmly, and takes you through a long rant about your value and potential before handing you a package that looks like it should come with a free happy meal? No, don't answer that.

Give Them an Anchor They Can’t Refuse

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