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Bài đọc · ~157 từ
ANegotiating the price of a service contract rarely comes down to one side simply accepting the other's number. More often, each party opens with a figure designed to leave room to move while still anchoring the eventual outcome in their favour.
BSkilled negotiators on the selling side avoid stating a price before understanding what the client values most, since a client who cares primarily about speed of delivery may accept a higher price far more easily than one focused purely on the lowest possible cost.
CConceding too quickly on price can backfire, even when the client seems pleased in the moment, because an easy win often makes clients suspicious that the original price was inflated and leaves them wondering what else could have been negotiated.
DExperienced negotiators therefore trade concessions rather than giving them away freely, lowering the price slightly only in exchange for something else, such as a longer contract term or a larger upfront payment.