It pays to make high demands and then stick to them. It also pays to have an excuse available if you do have to retrench. Go for the most you can get and don't come off this top limit of your aspirations too easily.
Remain aware there is a limit on the amount you can demand.
If it is set too high, then you will get nothing. The other party will withdraw and will brush your demands aside.
If you are in a conflict negotiating situation, where the gains of one party represent the losses of the other, then the deadlock resulting from excessive demand could cause adverse consequences.
Very high demands need to be signaled at the start of negotiations in order to set up the expectations of the other party. Signals can be pre-arranged with an associate or they could be 'inadvertently' left exposed on a document or in a casual comment during the preliminary social small talk.
Stories from members will add great value to these maxims.
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