How To Negotiate Your Price Without Sounding Desperate With John Richardson

Most coaches and consultants aren't losing deals because their work is bad. They're losing deals because the second someone pushes back on price, they start discounting like they're holding a yard sale in a rainstorm. In this episode, Skot sits down with John Richardson, lecturer at MIT's Sloan School of Management, former associate at the Harvard Negotiation Project, and someone who helped train hostage negotiators to unpack what's really happening when clients question your price. You'll learn why going too low can actually make you less attractive, how to give two smart offers instead of one desperate option, when to anchor your price first, and how to figure out what your client actually cares about before you start talking numbers. It's practical, surprisingly fun, and a great reminder that getting paid what you're worth starts with believing the price before you say it out loud. Timestamps: 00:00:00 – Cold Open & Intro 00:03:02 – How John Met Chris Voss 00:07:51 – The Hostage Negotiation Move That Works in Business 00:08:23 – When Free Speaking Gigs Cost Too Much 00:12:56 – What to Say When They Call You Expensive 00:17:54 – Why Charging Less Can Lose the Deal 00:19:58 – The Weird Psychology of Pricing 00:23:50 – The Step Everyone Skips Before the Offer 00:27:42 – Why Loss Hurts More Than Winning Helps 00:36:24 – How to Practice Negotiation Every Day 00:39:10 – Should You Name Your Price First? Links: Guest: John Richardson Website: neversettlenegotiate.com