#113: Welcome To Your FIRST Day At Harvard! Join My Class & Learn How To Get The BEST Deal Every Time with Chris Voss

Pricing Tactics

Chris Voss shares insights on strategic pricing, emphasizing the importance of not revealing price points too early. He explains that by allowing the other party to imagine a high number, the actual price can seem like a relief, which led to tripling their coaching fees without losing clients 1. Voss advises against naming a price first unless absolutely necessary, as it can provide valuable information about the other party's comfort level 2.

We tripled our price and saw no fall off in our business. Wow. So we never name price first.

--- Chris Voss

This approach ensures that the negotiation remains an information-gathering process, allowing for better decision-making.

   

Anchoring Insights

The concept of anchoring in negotiations is explored, highlighting both its benefits and potential pitfalls. Chris Voss notes that while some top negotiators prefer to anchor first, it can drive deals away if not handled carefully 3. Instead, he suggests using emotional anchors to set expectations without committing to a high number initially 4.

You'll astonish yourself with the difference you can make just with no oriented questions.

--- Chris Voss

This method allows negotiators to gather crucial information and maintain leverage throughout the process.