Which group of negotiators is known for making initial offers that have lower profit levels than their opponents'?

U.S. negotiators are recognized for their tendency to make initial offers that could be perceived as lower in profit levels compared to their opponents. This is often a strategic move designed to anchor the negotiation process and create room for further discussions and adjustments. In U.S. negotiation culture, it is common to set the stage with an aggressive first offer, which can then be adjusted upwards during the negotiation. This tactic aims to shape the other party's expectations and encourage them to counter with their own offer, thereby facilitating a give-and-take dynamic that can lead to mutually beneficial outcomes.

In contrast, Brazilian, Japanese, and German negotiators may adopt different strategies. Brazilian negotiators might often create a more cooperative atmosphere in their negotiations and provide offers that reflect this approach, whereas Japanese negotiators typically focus on consensus and long-term relationships, leading them to present offers that are more modest. German negotiators are known for their straightforwardness and might provide offers based on factual data and clear reasoning, which can result in less variability in profit levels when compared to the U.S. approach. Thus, U.S. negotiators exemplify the practice of initiating with lower profit offers as a negotiating strategy.