Opening offers can help make or break a deal.  A reasonable opening offer can help achieve an 'anchoring effect', tilting the settlement in that party's favour.

However, an overly aggressive opening offer can significantly hinder the chances of settlement.  As a mediator, I often find it helpful to try and explore that party's interests and bargaining strategies, by asking:
  • How do you think that offer is likely to be received?
  • How might you react to that offer if you were in the other party's sh...

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