Price Opener
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Identification
The price opener procedural tactic is a small variation of the Nailing Price tactic; it is not used as a response to a tense question, but is rather a way to avoid elimination out of the gate. If you are asked to open a negotiation by stating a price, or if you choose to do so, you may put yourself at a disadvantage if no prior relationship or information is available.
Example
We discussed how someone saying, “Tell me the price now,” is an efficient way to commoditize the relationship.
Solution
Opening the negotiation on price is risky. We counteract this by slowing down the negotiation and building dialog. “What do you want me to price out? When do you want it? Where? Why?” Reframe the issue. Distinguish your business, and yourself.