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Sales Skills / Negotiate Without Fear / Lesson 05
LESSON 05 · NEGOTIATE WITHOUT FEAR

Set Your Opening Position

Practical ways to set your opening position, bold enough to leave room and fair enough to be taken seriously.

Your opening sets the range. Aim ambitiously and justify it.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Your opening sets the range
TIP 1

Your opening sets the range

The first number or proposal anchors the conversation, so choose it with care.

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Plan it in advance.
Photo for the tip: Aim high but credible
TIP 2

Aim high but credible

An ambitious opening leaves room to move, but an absurd one damages trust.

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Test it for fairness.
Photo for the tip: Be ready to explain it
TIP 3

Be ready to explain it

A clear reason for your opening position makes it harder to dismiss.

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Prepare two reasons.
Photo for the tip: Consider going first
TIP 4

Consider going first

Making the first offer often sets the frame, if you have done your research.

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Decide your approach.
Photo for the tip: Know the range of likely outcomes
TIP 5

Know the range of likely outcomes

Thinking about best, likely and worst cases helps you calibrate your opening.

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List three scenarios.
Photo for the tip: State it calmly
TIP 6

State it calmly

A steady voice and no apology tell the other side you mean it.

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Practise aloud.
Photo for the tip: Avoid rounding in a lazy way
TIP 7

Avoid rounding in a lazy way

Specific numbers show you have thought about them.

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Use a precise figure.
Photo for the tip: Leave room for movement
TIP 8

Leave room for movement

Plan how far you can move and in what steps.

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Draw a ladder.
Photo for the tip: Do not open with your bottom line
TIP 9

Do not open with your bottom line

Starting at your limit leaves no space for trading.

TRY THIS
Keep a margin.
Photo for the tip: Review after their response
TIP 10

Review after their response

Their reaction shows whether your opening was too high or too low.

TRY THIS
Adjust thoughtfully.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

OPEN

“Our proposal is this, for these reasons.”

REASON

“Here is why it is fair.”

ROOM

“I am open to discussing details.”

CHECK

“How does that sound?”

HONEST

“It reflects our costs and value.”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Research typical ranges
DAY 2
Choose an ambitious but defensible number
DAY 3
Prepare your reasons
DAY 4
Prepare your first sentences
DAY 5
Practise aloud
DAY 6
Plan concessions
DAY 7
Review

Further reading

  • Never Split the Difference (Chris Voss)
  • Getting to Yes (Roger Fisher and William Ury)
  • Start With No (Jim Camp)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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Next lesson: Plan Your First Three Sentences →

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “Negotiate Without Fear”

Keep going. Small steps every day make a big change.

← Previous: List What You Can Give and What You NeedNext: Plan Your First Three Sentences →

  1. Know Your Goals and Your Limits
  2. Find Your Best Alternative
  3. Research Their Needs and Pressures
  4. List What You Can Give and What You Need
  5. Set Your Opening Position
  6. Plan Your First Three Sentences
  7. Decide Your Walk-Away Point
  8. What They Say vs What They Need
  9. Ask "Why Is That Important to You?"
  10. Look for Win-Win Trades
  11. Separate the Person From the Problem
  12. Create More Options Before You Decide
  13. Use Fair, Objective Standards
  14. The Pie Is Bigger Than You Think
  15. The Power of Calm
  16. Let Them Say "No" First
  17. Open-Ended "How" and "What" Questions
  18. Use "How Am I Supposed to Do That?"
  19. Mirror and Pause
  20. The Late-Night FM DJ Voice
  21. Let Them Talk Themselves Into It
  22. Never Give a Discount for Free
  23. Trade, Do Not Just Give
  24. Hold Your Price With Confidence
  25. Respond to "That Is Our Budget"
  26. Use Odd and Precise Numbers
  27. Bundle Instead of Cutting Price
  28. When to Walk Away
  29. Handle a Pushy Negotiator
  30. Respond to a Deadline Threat
  31. When They Say "Take It or Leave It"
  32. Deal With Silence and Stalling
  33. Stay Polite When You Are Angry
  34. Negotiate With Someone More Senior
  35. Summarise Every Agreement Out Loud
  36. Put It in Writing the Same Day
  37. Leave Both Sides Feeling Good
  38. Do Not Celebrate Too Soon
  39. Protect the Relationship After the Deal
  40. Learn From Every Negotiation
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