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(3),,,Sebenius,,,,James,,,K.,,,(11),,,Vietor,,,,Richard,,,H.K.,,,Dont,,,blindly,,,use,,,a,,,techniquesimply,,,because,,,the,,,article,,,told,,,you,,,to,,,use,,,it.,,,(1),,,,Keenan,,,,,Elizabeth,,,,A.,,,,(4),,Stevenson,,,Howard,,H.,,How,,can,,you,,ensure,,that,,your,,first,,offer,,is,,not,,so,,aggressive,,that,,it,,drives,,your,,opponent,,away?,,By,,focusing,,on,,your,,opponent's,,alternatives,,to,,agreement,,and,,trying,,to,,determine,,his,,reservation,,price,,(while,,also,,being,,cognizant,,of,,market,,trends).,,(203),,Higgins,,,Robert,,F.,,

(13),,Leonard,,,Dorothy,,A.,,Your,,counterpart,,gives,,a,,blatant,,no.,,There,,,is,,,one,,,situation,,,in,,,which,,,making,,,the,,,first,,,offer,,,is,,,not,,,to,,,your,,,advantage:,,,when,,,the,,,other,,,side,,,has,,,much,,,more,,,information,,,than,,,you,,,do,,,about,,,the,,,item,,,to,,,be,,,negotiated,,,or,,,about,,,the,,,relevant,,,market,,,or,,,industry.,,,(10),,Roscini,,,Dante,,(6),,Rotemberg,,,Julio,,J.,,(9),,Wang,,,Charles,,C.Y.,,(19),,,Kohlberg,,,,Elon,,,(1),,,Kominers,,,,Scott,,,D.,,,(1),,,Grossman,,,,Allen,,,S.,,,(17),,Macomber,,,John,,D.,,(10),,,Emmons,,,,Willis,,,M.,,,(2),,Cuddy,,,Amy,,J.C.,,

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