From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

Unlock the full course today

Join today to access over 22,400 courses taught by industry experts or purchase this course individually.

Three tips for opening

Three tips for opening

- So in the ideal world, you'd get the buyer to open first but the chances are you're going to have to open first. And there are three things I want to say about your opening offer, your opening price. And the first thing is you want to open wide, beyond your best hope. Remember my Las Vegas example. I've got to quote them the highest possible number 'cause that's the only way I'm ever going to get that. And one time in 10 you will get that, nine times out of 10 they're going to go I can't pay that and you'll have to come down but that's okay. At least one time in 10 you get it. So you have to do that just for those cases when it's possible to get it. And you'll need some sort of justification when they say, well, why is it so expensive? You need to say, well, because of this, this and this and, by the way, my justification of an expensive price for a conference abroad is to say that although it's only one hour of talk,…

Contents