Effective negotiators don’t negotiate against themselves.

Why would anybody do it?

Have you ever negotiated against yourself?

We often make such mistakes without even knowing or realizing it. Silence is very uncomfortable, and we can’t bear it. We talk and make the next offer, bidding against ourselves.

This is a self-defeating behavior, and we must avoid it. Encourage the other party to make a counteroffer rather than making one yourself.

However, you can only avoid it when you know and understand the concept. In Berries for Greens, he did not make this mistake when the counterparty challenged him on his offer. He stood by his offer and simply justified it, which was the right step.