As negotiators we are always on edge when we enter into a negotiation.  

There are a host of questions that are running through our mind and we  are searching for ways to be successful. One of the biggest questions  that we deal with has to do with the first offer that is going to be made during the negotiations.  Should we use our negotiation styles and negotiating techniques to be  the ones who make it or should we sit back and wait for the other side?  

If we do make an offer, should it be a strong offer or do we risk alienating the other side?