Another thing in that book that's helped me is the suggestion to make your first bid 65 % of the maximum price you're ready to offer. Second bid 85 %, then 95 %

Another thing in that book that's helped me is the suggestion to make your first bid 65 % of the maximum price you're ready to offer. Second bid 85 %, then 95 %, then your maximum offer. It's not that these numbers are magical in any way, it's just that for me it's convenient to have a rule ready so I don't have to expend mental energy on what numbers to say, and I can instead use that energy on coming up with how to present them. Knowing the steps I'll take to the final offer ahead of time also makes me slightly more comfortable entering such a low bid to start out with.