Transcript of a real negotiation using Christopher Voss’s method.
Me: My rate for a one-hour call is $750.
Prospect: That’s a lot.
Me: Sounds like I’m more than you expected or that you’re comparing my rate to someone else.
Prospect: It’s more than I expected.
Me: More than you expected?
Prospect: Yes, I was expecting $250.
Me: That’s a very generous offer. I’m sorry, but my rate is $750/hr.
Prospect: How about $350?
Me: Thanks for considering me. I know you have a lot of options. However, that’s something I can’t do.
Prospect: The most we are willing to pay is $500.
Me: That’s very generous. It sounds like it would make sense for you to see if you can find someone else that charges less.
Prospect: We want you.
Me: I’m honored. It seems like I’m not a fit. If you’d like, I can make a few recommendations. Where would you like to go from here?
Prospect: Okay, let’s book it.