One of the more common things we see is pricing strategies and tactics succumbing to fear, uncertainty and d-doubt (FUDD). When that happens, companies frequently begin a cycle of value-destroying pricing decisions. You can prevent those decisions by recognizing the symptoms and stopping Elmer Fudd from leading your pricing strategies.
When you are entering negotiations, is it better to offer a number first, or wait for the other side to do it? Although many books and seminars on negotiations suggest you should wait for the other side to offer a number, I disagree. I have been asked that question a few times, and my answer is put your number out first and take advantage of the anchoring effect.