“In addition, when you lead, you are in the relationship-enhancing position, but when you follow, you are in the relationship-damaging position. When you make the first offer, you come to the table, frame what is being discussed, and make an offer that establishes a strong starting point. The other side then needs to respond to tell you what they do not like about your offer. If the other side leads, they make the offer, and you have to critique their offer. When I care about my relationship with the other side, I do not want to begin by criticizing their offer. I want to make the first offer and have them react instead.”