This is a really important step to remember. The 'decreasing discount' method is only really effective when you not only decrease the discount but increase the

This is a really important step to remember. The 'decreasing discount' method is only really effective when you not only decrease the discount but increase the concreteness. The steps should be from oral agreement -> non-binding LOI -> binding LOI -> payment. And you want to get to a confirmed payment; without that step you don't have any idea what someone's actually willing to pay.