Real Negotiation Using Chris Voss’s Method

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.