How a First Offer Range Can Lose You the Deal

Lucas and Luna explore the dangers of opening with a range instead of a single number in negotiations. Using the cautionary tale of a failed 2022 acquisition attempt for Boeing's commercial aircraft division and insights from Harvard Business School professor Deepak Malhotra's research on precise vs. round opening offers, they explain why ranges signal uncertainty, cede anchor power, and cost millions. The episode drills into the psychology of anchoring, how to craft a precise opening number without overreaching, and a simple pre-negotiation homework strategy to find your anchor. Perfect for founders, sales pros, and anyone who's ever thrown out a 'somewhere between X and Y' and watched the other side jump on the low end. #Negotiation #Anchoring #FirstOffer #NegotiationStrategy #DealMaking #BusinessDeals #PriceRange #PreciseOffer #DeepakMalhotra #Boeing #Acquisition #NegotiationPsychology #ConcessionStrategy #Business #Finance #FexingoBusiness #BusinessPodcast #TheBusinessNegotiationPodcast Keep every episode free: buymeacoffee.com/fexingo