Using Precision in Negotiations

If a number is two point one or one point ninei it has some precision to it, we deem that to be a more credible, perhaps more trustworthy message in that instante. And we find this same precision aspect play out in negotiations as well. So one of the examples we write about in the book is those negotiators, when offering or tabling an initial offer,. If they use a precise number, let's say, nine thousand 815 pounds, rather than just ten thousand pounds, the counter offer that comes will often be a lot closer to that.