Course 15A · Lesson 4 of 12
Negotiation and pricing
| Work | Grade | Verdict | What we take |
|---|---|---|---|
| Getting to Yes (Fisher, Ury, 1981) | Weak | Safe | The published price as an objective standard; interests behind positions; the walk-away alternative |
| Bargaining for Advantage (Shell) | Weak | Caveat | Know your style; bargaining power counts only if you will act on it |
| Legal negotiation study (Williams, 1983) | Mixed | Caveat | Effectiveness is not tied to a cooperative or competitive style |
| Start with No (Camp) | Weak | Caveat | No neediness; make "no" comfortable |
| Negotiation Genius (Malhotra, Bazerman, 2007) | Mixed | Safe | Investigative negotiation; add issues; contingent gives |
| First offers as anchors (Galinsky, Mussweiler, 2001) | Strong | Safe | Move first from the Standard price; resist the buyer's anchor |
| Information-anchoring research (Loschelder, 2014; 2016) | Mixed | Safe | Never volunteer which gives are cheap for you |
| Confessions of the Pricing Man (Simon, 2015) | Weak | Caveat | Real scarcity only; price signals quality |
| The Strategy and Tactics of Pricing (Nagle, 7th edition) | Mixed | Safe | Value-based pricing; a rule-based price policy so haggling never pays. Pricing pyramid unverified |
| The Psychology of Price (Caldwell, 2012) | Weak | Caveat | Price from value; choose the comparison product deliberately |
| Managing Price, Gaining Profit (HBR, 1992) | Mixed | Safe | Price leakage; pay sellers on price realised |
| The cost of comp plans (Larkin, 2014) | Strong | Safe | No period-end discount games |
| Monetizing Innovation (Ramanujam, Tacke) | Weak | Caveat | Willingness-to-pay conversations before building. Good, better, best names unverified |
| Scaling Innovation (Ramanujam, Hartman, 2025) | Weak | Caveat | Give-get trades; a proof of concept as a jointly built business case |
| Van Westendorp price sensitivity (1976) | Mixed | Safe | Test the Standard price by segment after launch |
| Price increases and grandfathering (ProfitWell) | Weak | Caveat | A time-limited legacy rate; value-first notice of change |
| The discount gambit (Cohen, 2008) | Weak | Caveat | "The price is rising, keep your rate" rather than "discount for acting now" |
| SaaS pricing and benchmarks (Poyar, 2025) | Mixed | Caveat | Renewal uplifts; lighter seat pricing |
| SaaS discount data (Vendr, 2023 to 2026) | Vendor data; Mixed | Caveat | Expect buyers to ask for 10% to 35% off |
| Discounting and lifetime value (ProfitWell) | Vendor data; Mixed | Caveat | Customers won by discount are worth less over their lifetime |
| Global Pricing Study (Simon-Kucher, 2016) | Weak | Caveat | Planned price rises often go unenforced |
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