In a study co-authored by SMU Associate Professor of Organisational Behaviour & Human Resources Michael Schaerer, findings revealed that people who make aggressive first offers do walk away with better deals, but also face dramatically higher chances of losing the deal entirely and permanently damaging how the other person views them. The researchers cautioned that negotiators should tread carefully when the relationship matters, when dealing with multiple issues, or when they need the other person’s goodwill down the road.
