It makes sense, right? The person that makes the first offer loses? Not always. In fact, the opposite can be true. Following are 5 things small companies need to know about negotiations that may create an edge. 1. It can be advantageous to make the opening offer. Here’s what the experts say. First of all, most negotiations don’t start with an offer, they start with something far more important, which is each party’s position. There is some advantage to getting the other