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

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Who has to open first?

Who has to open first?

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

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Who has to open first?

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- At some point, you're going to have to quote a price. And I'm hoping that you haven't quoted a price before you've even gone to see the customer. Because you need a bit of fact finding before you quote the price. Clearly, if the customer is rich or it's a very difficult job. Then, you can quote a higher price. So you really do ideally want to talk to the customer before you quote a price. Now one of the negotiating rules is, don't open first, Or, certainly avoid opening first. But I think if you're a salesperson you probably will have to open first. But, it's worth a try. Why do we want to get them to open first? Because it might be good news. And I'll give you an example of this in a minute. But first of all, how can you avoid opening first? Well, if you're asked for a price. You can say it depends. You can say, well, there are lots of things that we could do. So, give me an idea of what you want ideally.…

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