Which term describes a buyer's ideal starting point in negotiation?

• A. The buyer's ideal starting point
• B. The fallback option
• C. An initial concession
• D. Going-In

Answer: (D)

In negotiation, the starting position you bring to the table is the going-in point. This is the opening stance or initial offer you present before any concessions, and it serves as the anchor that frames the entire discussion. By going in with a deliberate opening, the buyer sets a reference frame for value, signals seriousness, and creates room to maneuver as the other party responds. The goal isn’t to win on the first offer, but to establish a favorable anchor that makes the eventual agreement feel fair and reachable within your target range. An initial concession is what you decide to give up early, a fallback option is your backup plan if talks fail, and simply naming the opening point as the buyer’s ideal starting point describes the aim, but the term that captures that strategic opening is going-in.