Navigating Negotiation Ethics and Economics: The ‘Best’ Offer Dilemma
A research-led conversation with Professor Remi Smolinski on why asking for the “best” offer is a powerful but risky negotiation tactic.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Professor Remi Smolinski from HHL Leipzig Graduate School of Management to explore the strategic use of the word “best” in negotiations.
Drawing on academic research and real negotiation experience, the conversation examines how a single word—often used casually—can significantly influence behaviour, ethics, and outcomes at the negotiation table.
What Happens When You Ask for the “Best” Offer
Professor Remi shares findings from a large-scale research study involving nearly 500 participants, which examined what happens when negotiators are asked for their “best” offer.
While more than 80% of participants responded to the request, only a small minority revealed their true reservation point. Most responded cautiously, balancing economic interest with ethical considerations.
The episode highlights that asking for the “best” offer often places the responding party in a difficult position—pressured to appear fair or cooperative while protecting their own interests.
The Strategic Risk of the “BEST” Label
A key insight from the discussion is that once someone declares their “best” position, challenging it further can raise questions of integrity and trust. The label creates a psychological commitment that can limit future movement and escalate tension if pushed too far.
Philip and Remi explore how this makes the tactic powerful—but also risky. Used without awareness, it can damage credibility or stall negotiations rather than advance them.
The episode also touches on the importance of confidence in delivery. Softening language or hedging after declaring a “best” position can undermine perceived commitment and weaken the negotiator’s stance.
Responding When the Tactic Is Used Against You
The discussion emphasises that knowing about the tactic is not enough. Negotiators must also practise how to respond when the word “best” is used against them.
Understanding when to answer directly, when to reframe, and when to resist the framing altogether is a skill that develops through experience rather than theory alone.
Turning Research into Practice
To practise this skill, try introducing the word “best” deliberately in a low-risk negotiation or role-play and observe how it changes the dynamic. Equally important, practise responding when the question is directed at you.
A dedicated Negotiation Card on “The ‘BEST’ Label” has been created to help practitioners explore both sides of this tactic—using it responsibly and defending against it effectively.
The aim is not to memorise responses, but to build judgement around when the tactic clarifies positions and when it creates unnecessary pressure.
The Negotiation Challenge For PROFESSIONALS
The Negotiation Challenge is one of the most prestigious international negotiation competitions. Over the years The Negotiation Challenge has hosted the world’s best negotiators, allowing them to share their passion and compete against each other in realistic negotiation situations.
Based on the extensive experience in designing and organising negotiation competitions, The Negotiation Challenge has launched a global negotiation competition for professionals and a global negotiation competition for students.
The professionals competition is open to all passionate negotiators from business, legal services, politics and diplomacy, across all seniority and hierarchy levels.
The competition rests on solid academic foundations of its founders and operates in a methodologically proven format. It gathers world’s best professional and passionate negotiators and offers them an opportunity to demonstrate their negotiation mastery and compare their skills with their like-minded counterparts from around the world.
Due to its global reach, open, impartial and highly competitive character combined with rigorous scientific approach; The Negotiation Challenge is an unofficial World Championship in Negotiation.
Professional Competition Link: "The Negotiation Challenge"