Don t Deal in Round Numbers

Don't Deal in Round Numbers

If you are in consulting or training, round numbers are expected and the norm. But for the rest of us, round numbers cry out for attention. They shout out, 'I am designed to negotiate.' Typical round numbers would be £5, £10, £100, £1,000, £10,000, £100,000. There is a built-in incredibility. It will weaken your position from the beginning because your counterpart will automatically expect you to concede on price. It is saying as clearly as if you put it into words, 'I don't expect to get the figure mentioned here'!