Good preparation is extremely important in your search for added value. Very often we see negotiators making the following preparations when making an offer:
If your opening price is $118,000 and the pain threshold is $103,000 then the room for negotiation is $15,000.
The aim of the negotiation is often defined as: The point is to get the deal, but at the same time we should give away as little as possible of the $15,000.
If you formulate your objective in this manner, you see the negotiation ...