The physiotherapy company is trying to get you started on the traditional positional bargaining philosophy of start high, counter low, end up in the middle. To avoid this game, you need to change the focus of the negotiations. In order to counter their attempts at positional bargaining, you should begin by asking them what the basis for their initial price was. This tactic will draw attention away from the initial price and create a focus on the criteria for determining a fair price. Next, you should suggest a price of your own, substantiate the offer with appropriate criteria and stick to your offer.
Answer Anonymously
Copy Link
