Having Too Many Options Can Make You a Worse Negotiator

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The conventional wisdom about negotiating – whether for a job salary or the price of a house – is that you’re better positioned to get what you want when you have more alternative offers to leverage. But recent research shows that having alternative offers does not always help you. In a series of experiments, the authors found that walking into a negotiation with multiple offers, rather than a single one, can actually bias your decisions and lead you to make a lower first offer, hurting your ability to negotiate the outcome you want.
Original languageEnglish
JournalHarvard Business Review
Issue number05/2017
Number of pages5
Publication statusPublished - 2017