Home Forums Negotiation Strategy/Theory Bidding Against Myself

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    Bob Meynardie

    The rule that you should never “bid against yourself” is one I hear at some point in almost every mediation/negotiation.  But should this be a never to be crossed Rubicon or is it just a well known strategy for forcing the other side to make the next move.  I think there are times when the rule is appropriate and times when it is not.  Take for instance, a claimant whose best case represents a $100,000 claim but whose first demand is $1,000,000.  Is it really bidding against yourself to reduce the opening demand even if the other side refuses to negotiate on the basis of the outrageous demand?

    What do you think?

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