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Early offers in negotiations can be counterproductive, especially when made without a clear strategy. This chapter uses a case study from collective bargaining to illustrate how premature concessions can negatively impact the course of negotiations. It explains the difference between binding offers and flexible mental models and discusses their tactical use. Finally, recommendations are provided on how to choose the right timing for offers and strategically build negotiation power.

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The Danger of Making Offers Too Early

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  • 发表日期：

    2026年

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  • Andreas Goßen

摘要

Early offers in negotiations can be counterproductive, especially when made without a clear strategy. This chapter uses a case study from collective bargaining to illustrate how premature concessions can negatively impact the course of negotiations. It explains the difference between binding offers and flexible mental models and discusses their tactical use. Finally, recommendations are provided on how to choose the right timing for offers and strategically build negotiation power.