Start Negotiations With the Right Offer

How high is too high?
1 min read
Opinions expressed by Entrepreneur contributors are their own.

Is it a good idea to make an outrageous offer so that you have plenty of room to come down when the buyer makes a counteroffer? If the first offer is too high--outside the realm of what's reasonable to the buyer--then the buyer might not make a counteroffer at all. If the offer was lowered to restart the negotiation, it will signal desperation and let the buyer know that concessions could be won. Carefully judge the plausibility of your opening offer. The opening offer is one at the high end of what the prospect could accept--and one you could defend without stretching your credibility.

Excerpted from Creative Selling: Boost your B2B sales

My Queue

There are no Videos in your queue.

Click on the Add to next to any video to save to your queue.

There are no Articles in your queue.

Click on the Add to next to any article to save to your queue.

There are no Podcasts in your queue.

Click on the Add to next to any podcast episode to save to your queue.

You're not following any authors.

Click the Follow button on any author page to keep up with the latest content from your favorite authors.

Former Apple CEO John Sculley Shares 4 Key Strategies for Growing and Marketing Your Business