How Do the Opening Remarks Made in a Negotiation Affect Results?

Opening remarks in a negotiation do have impact on the outcome.

One researcher tried this:  he had two high level executives, one from each side, launch the talks with a short introduction. They jointly announced to both sides at the table” “We expect you to come to an agreement because our companies put a high value on doing business together.  We know you can do it.”  With those words they left the room.  The experimenter found that this simple statement by higher level executives facilitated settlement.  It paved the way for mutual cooperation and trust.  Perhaps that’s why the Japanese open important business negotiations by having senior executives from both sides say a few words encouraging agreement.

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