Some negotiations are easy to overcome.
When a client objects that your price is too high, doesn’t understand the price breakdown, or claims you made a mistake, you can deal with the objection simply. You simply diffuse it and move on. It’s barely a blip on your radar.
But there’s a more difficult type of objection that poses the threat of bringing the entire negotiation to a stop. When these come up, there’s a real likelihood that all the work, proposals, and your many attempts to really understand the client may have been for nothing.
These are second-level objections.