Negotiations: Should You Justify Your Price?

Salespeople are often taught to provide a reason when they ask a customer for something – to agree to a meeting, to provide a referral, or to buy a product. That advice is rooted in well-known research. But a deeper dive into the study results tells another story.

In this Quick Take you will learn:

• Why this widely cited study about negotiations is often misunderstood – and how it can lead salespeople astray
• When it makes sense to offer an explanation or justification to a request – and when it doesn’t
• And the best thing to say after you put your initial offer on the table.

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