Ruchika Tulshyan (Forbes.com)- 

When Allison Williams, co-owner of Aerial Angels was negotiating a fee for her performance troupe, she used a new tactic to secure a lucrative deal. Williams was planning on asking for her usual fee – an outright number. But after hearing her client’s expectations, their budget was “up to $10,000,” William presented them with a fee quote of $6,000 to $9,000. After more negotiation, the client eventually agreed on a fee of just under $10,000. More than double of what Williams initially thought she would secure.

“If you quote too low, people can think you’re not worth it. But if you go too high, that scares them off,” she says. With a range, the counterparty perceives you as a professional who is also willing to accommodate, she says. “Quoting a range makes clients feel like they’re in charge, as they feel they can decide what you’re worth,” Williams adds.

It sounds counter-intuitive – you would think the other side would automatically settle on the lower figure, right?

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