When someone seems to need you more than you need him, “Take it or
leave it” can seem like the simplest negotiating gambit. If a seller is desperate
to unload his business and you’re the sole bidder, why not make a rock-bottom
offer? And if you’re hiring in a competitive job market, you might as well aim to
keep as low as possible, right?
It’s true that negotiators with abundant power tend to get better deals than
their weaker counterparts. Yet whether their power springs from a title, resources,