Negotiations

This Harvard Business School article discusses strategies of when to make the first offer in negotiations.

It argues that the person who makes the first offer has a greater psychological influence over the rest of the negotiations, even though waiting to receive an offer gives you an insight into the offeror's position.

Finally, the article says "What should you do if your opponent's first offer is close to your ideal—accept the offer and quickly finish off the negotiation, or raise your expectations and keep bargaining? My own research shows that if you immediately accept your opponent's first offer, she will likely be filled with regret. "