Respond to an aggressive first number with a line that resets criteria and invites interest disclosure.
Maya must respond to a procurement benchmark that is below her reservation value. Procurement opens with a benchmark far below Maya's cost model. Our benchmark for this work is $72,000. fromTop She has a walk-away boundary and does not want to argue the number too early. fromBottom The conversation can move to assumptions, scope, and risk. Let's compare what is inside that number. I can see why that benchmark matters; can we compare the scope and risk assumptions before either of us treats it as the range? Correct. It acknowledges the anchor, avoids defensiveness, and uses objective criteria to test…
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