Some people believe that the price you quote is the opening bid. They believe they are in a game and to win the game they have to get a price that is below the value. It has been suggested that to be a player in this game you have to set your opening bid much higher than your value so that the other player feels like they won the game once you have reduced your price to be equal to the value that you have to offer.
Do you like playing this game? I don’t. In my article, Should You Negotiate Your Price/Value? I suggest a few new rules to apply as a way to avoid this antiquated idea of business.