In You Want What? we explored merchants using the foundational principle of asking for more than one expects to get.
Merchants seasoned in bargaining with vendors understand that asking for more than the expect to get can actually result in getting just exactly what they asked for.
This tactic can also be used to see how experienced their sales rep really is, and to test how solid (inflexible) the terms of the deal really are.
For a Funding Pro, this negotiation principle is an excellent tool as well.
Henry Kissinger once said: “Effectiveness at the conference table depends on overstating one’s demands.”