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Comment by kayhi | Hacker News Reader

Try very hard to have them put out a range of what they are expecting to pay. If they approached you then you should have some leverage in the situation.

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I agree with this. The "price shock" reaction that causes consumers to recoil and not listen to your value prop is significantly less likely in a corporate situation. They're spending the company's money, not theirs; your price will not offend them (like it would if it were their money).

Good points. I am not a native English speaker myself. I am afraid that I will be too upfront. Can you think of any terms or phrases I can use here?

No easy answers, but if it's a big enough deal ($100k US or higher...) it may be worth finding someone who can negotiate for you. Or sell for you.

If you focus on the value delivered, know your market (what people are paying your competition), and you can justify your higher-than-competition cost, you should be OK. Then double that, in your mind, because you're probably underselling yourself, and underestimating the cost of an employees time to even research these options [ie even the worst product delivers more value to the corp. than a continued search for a product.]

Check out patio11's post on salary negotiation especially the section 'The First Rule Is What Everyone Tells You It Is: Never Give A Number First'

http://www.kalzumeus.com/2012/01/23/salary-negotiation/

I suspect you can glean some applicable information for your situation.

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