How a Wine Auction Reveals the Power of Framing in Negotiation

from The Business Negotiation Podcast with Fexingo: Deals, Contracts, and Closing Conversations · host Fexingo

Lucas and Luna unpack a famous story from the fine-wine world: how a single bottle of 1787 Château Lafite sold for $156,000 at auction in 1985 — far above market value — because of a framing shift. The bottle was originally Jefferson's, but a skeptical buyer walked away when the framer revealed it had been restored. The hosts explore how framing, not price, controls deal outcomes; how to set an anchor before you speak; and why the first number you hear isn't the price, it's the story. Practical tactics for reframing salary talks, B2B contracts, and partnership terms. #Negotiation #Business #Framing #ChâteauLafite #ThomasJefferson #WineAuction #AnchorEffect #Bargaining #DealMaking #BusinessStrategy #Influence #Psychology #HighStakes #FexingoBusiness #BusinessPodcast #Contracts #Closing #Conversations Keep every episode free: buymeacoffee.com/fexingo

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This episode is 9 minutes long.

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This episode was published on June 8, 2026.

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