Column | Negotiation | August 2007

Pitch Your Offer—and Close the Deal

by Deepak Malhotra and Max H. Bazerman

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).