
The pros and cons of catering
Most of us ‘cater’ to others in certain social and work situations. But is this effective leadership behavior? Jennifer Jordan lays out the pros and cons of catering. ...
by Jennifer Jordan Published 28 October 2024 in Brain Circuits • 3 min read
As discussed earlier in this series, it pays to make the first offer in a negotiation. And when both parties are committed to talks, that first offer should be as precise as you care to make it.
When offering a salary to a job candidate, it’s better to offer them €126,000 or €155,000, rather than a round figure such as €120,000 or €150,000.
The opposite applies when the other person has yet to decide whether to enter into a negotiation with you. In this instance, it’s better to make a less precise first offer.
You want to recruit candidates for a particular role.
In a scenario where both sides have committed to negotiations, make the first offer and make it a precise one. But, if the other side is not yet committed to talks, make the all-important first offer less precise.
Social psychologist and Professor of Leadership and Organizational Behaviour at IMD
Jennifer Jordan is a social psychologist and Professor of Leadership and Organizational Behavior at IMD. Jennifer’s teaching, research, and consulting focus on the areas of digital leadership, ethics, influence, and power. She has received specialized training and certifications in lie and truthfulness detection, as well as in conflict resolution within organizations. She is Program Director of the Women on Boards and the Leadership Essentials program, and co-Director of the Leading Digital Execution program.
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Most of us ‘cater’ to others in certain social and work situations. But is this effective leadership behavior? Jennifer Jordan lays out the pros and cons of catering. ...
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