The way you quote a price changes WHETHER people want to negotiate it.

Imagine you’re choosing between two venues for a launch event.

Venue A quotes $20,000.

Venue B quotes $19,445.

You might think you’ll negotiate with both. But research suggests you’d be more likely to even start negotiating with Venue A, because “round” numbers feel more negotiable.

A precise number like $19,445 signals firmness and less flexibility.

Studies from Columbia University (Malia Mason, Alice Lee, Daniel Ames, Elizabeth Wiley) show that using precise, non-rounded opening offers (e.g. $5,015 vs $5,000) makes people perceive you as more informed and calculated.

Prospects tend to make smaller counteroffers and believe there’s less room to bargain.

Round offers make counterparts feel there’s space to move, because the seller has rounded up. 

What this means for your pricing, product bundles, or B2B deals:

If you want to signal strength, use precise numbers.

If you want to invite negotiation or reduce friction in decision-making, start with simpler, rounded numbers.

The first impression of your price acts like an anchor.

It pulls the negotiation closer to your target.

Want to make your product irresistible? That’s what we do as product marketing consultants at Graphos Product, helping innovators turn need-driven ideas into market-ready successes.