Every professional believes the same thing about price. When a client pushes back, you defend the number. You explain the value. You list what's included. You make your case.
The best negotiators on earth do the opposite. According to Chris Voss, who ran the FBI's international kidnapping desk, hostage negotiators resolve 93% of situations, and they never once argue why the hostage matters. The moment you start defending your number, you lost.
In this Out of Scope: Lunch & lean, we walked through lessons from Chris Voss's FBI hostage negotiation playbook, and pointed them at the client who says "that's too expensive."
For accounting, bookkeeping, and tax firm owners who set their own prices and are tired of defending them.
