- Title Page
- Copyright
- Contents
- Foreword
- Prologue
- Part I: Become an Expert: Master the Five Golden Rules of Negotiation
- Chapter 1: The Crucial Prerequisite
- Chapter 2: How to Set Your Initial Offer
- Chapter 3: How to Respond to the Other Party’s Initial Attacks
- Chapter 4: Never Make a Concession Without Getting Something in Return
- Chapter 5: How to Avoid Giving Away More Than Necessary
- Chapter 6: How to Guide Negotiations to a Successful Conclusion
- Part II: Become a Guru: Anticipate Your Opponent’s Moves
- Part III: Become a Legend: Develop Exceptional Negotiating Skills
- Epilogue
- Carl Ritchie Applies Margaret Peake’s Advice
- Notes
- Announcing the Business Expert Press Digital Library
How to Set Your Initial Offer
Carl RITCHIE: You were always a very demanding negotiator.
Margaret PEAKE: What if being demanding is the most important quality a negotiator can have?
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