When to Make the First Offer in Negotiations

Whether negotiators are bidding on a firm, seeking agreement on a compensation package, or bargaining over a used car, someone has to make the first offer. Harvard Business School Publishing/a>

I am annoyed when recruiters call me about an open position, are reluctant to tell me what the job pays, but insist on quizzing me on what my salary and benefits were on my last job.

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