6 Steps to Your Price: FBI Negotiator’s Bargain Method

This solves the problem of "meeting in the middle".

Quote:

1. Set your target price (your goal).
2. Set your first offer at 65% of your target price.
3. Calculate three raises of decreasing increments (to 85, 95, 100 percent)
4. Use lots of empathy and different ways of saying "No" to get the other side to counter before you increase your offer.
5. When calculating the final amount, use precise, nonround numbers like, say, $37,893, rather than $38,000 It gives the number credibility and weight.
6. On your final number, throw in a nonmonetary item (that they probably don't want) to show you're at your limit.

Use the 65% as an extreme anchor, which will shock the counterpart. Then sparingly (only after counterpart has made counter-offer), drop your other increments.

Notice that the increments are not equally sized (for example they are not 60, 80, 100).

This is the Ackerman method as outlined by FBI Hostage Negotiator and negotiation coach Chris Voss in his excellent and immediately applicable book.

This was Part 2 / 2.

Read here Part 1.