In fact VMG's HBS link, which generally encourages making the first offer, includes this caveat: > There is one situation in which making the first offer is no

In fact VMG's HBS link, which generally encourages making the first offer, includes this caveat: > There is one situation in which making the first offer is not to your advantage: when the other side has much more information than you do about the item to be negotiated or about the relevant market or industry. For example, recruiters and employers typically have more information than job candidates do... If I can get to the point where I understand the market as well or better than the potential hirer, I'll try to make an anchoring first offer. Usually I can't.