"I have worked out the pricing and it looks high," Lay Ling started. In Lay Ling's view, the greater the shock of the entry price the more effective the tactic.
I love every minute of a negotiation.
For some people, if they are buying, they go in low -really low and going in high - really high - if they are selling.
It is a fact of negotiating life that the majority of us will not persist with what we come to believe are unrealistic demands. We will sooner back off than persist. But in general, if our shocking or tough opening is credible it has a good chance of forming the basis of the negotiation, so we should open with the toughest credible opening we can think of.
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