The Negotiator Magazine

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More than half the women in the sample were aware that opening offers set the parameters for subsequent discussion, and about three in five (62%) were prepared to counter the other side’s proposal with a higher number.

The group was less prepared to handle surprises that came its way, with less than a fifth (18%) feeling fully confident in their ability to adjust in mid-course. Almost two-fifths were somewhat confident, while 43 percent were less secure.

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