So, while going going second might be true sometimes, it’s also true that going first (properly) sets the dynamics in the negotiation.
And you want to set the table properly.
You want to help your client (and prospect) make a well-informed decision.
You want both parties be on the same side. To thrive together, or thrive on your own separate ways —which is also fine.
You want to not reek of desperation.
You want to know if it’s worth moving on.
If it’s worth working together.
If it’s worth even go on a next conversation.
That’s why you make questions and probe.
The more you know (and to know, you have to ask), the better chances to set the right goal, expectations, value to be created and price.
Also, going in first can play in your favor, anchoring the client or potential employer on a number —ideally, a high one.
And going first… it brings you to the same level with the prospect as equals.
Who do you think would have better, deeper conversations?
So, still going in second?