Someone might ask for a lower price when what they actually need is more certainty, less risk, or a stronger reason to trust the deal. So instead of immediately defending your position, get curious. Ask questions like, “What makes that important to you?” or “How would this need to work for you to feel comfortable moving forward?” Then listen to the answers. Not just for what they want, but for what they're trying to avoid. The better you understand the other side's world, the better equipped you are to negotiate an agreement that lasts. ~Excerpt from Chris Voss I was fortunate to see Chris Voss live once (from Black Swan Group). He's a former hostage negotiator who uses that training to coach salespeople. If you like those ideas, you might also like the book "Verbal Judo: The Gentle Art of Persuasion" by George J. Thompson and Jerry B. Jenkins