sometimes weakens you
- Selective perception – We actively screen-out information that we do not think is salient. (See prejudice.)
we have a tendency to rationalize that ‘this awful relationship’ some how was good for me
you fell like you won, not realizing how well you could have done. what is the whole range?
- be silent: you make fewer concessions. others feel uncomfortable and make concessions. people want to fill silent periods.
- find out what they care about and give it cheaply
leigh thompson has a good site on negotiating your job offer
know the bargaining zone