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In MIT's book [1] on negotiation strategy they suggest that instead of bartering on a figure one should negotiate a way of determining the figure. That way you

In MIT's book [1] on negotiation strategy they suggest that instead of bartering on a figure one should negotiate a way of determining the figure. That way you don't have a numerical anchor and you also have a mechanism for the future. [1] http://en.wikipedia.org/wiki/Getting_to_Yes http://en.wikipedia.org/wiki/Getting_to_Yes

sweettea 12y ago
The authors were actually part of the Harvard Negotiation Project, not MIT, and the book was published as far as I can tell with no university affiliation.
- SixSigma 12y ago
  Oops, my mistake, and it's there right on the first line of my link. I read the paper version :)