Starting your price too low feels right in the moment—it seems generous, reasonable, and friendly.
Hey Mr. Client, it seems to say, Why don’t we just skip the posturing, cut to the chase, and be direct? If I show you my cards, and you show me yours we can stop playing games and do business.
Here’s the problem, though: if the first price you quote is already at the bottom of what you consider an acceptable price, you are cutting your safety rope.
Any client with negotiation experience knows this is extremely risky. Whatever you say, they will suspect you did the smart thing and came prepared with fallback positions. If you act like you can’t budge at all, it comes across as “playing hardball”—the opposite of “being friendly.”
Yes, even if you are 100% sincere and can’t discount at all without losing money.
A proposal that does not allow for possible compromises is a “take-it-or-leave-it” deal, no matter how many friendly words surround it.
That’s not friendly—it’s pulling a bazooka-level bluff. And when you make that kind of threat:
– You come across as completely inflexible
– If you claim you can’t budge and then do, they’ll never trust your pricing again
Starting with some reserve isn’t just about negotiation leverage—it’s about preserving trust and control. A buffer creates room for customization, signals there’s value to spare, and shows you came prepared.