Cequea would often bid for work at a price higher than the listed budget, ignoring the potential client's upper limit or reservation price. So why did this tactic work for Cequea? In fact, overbidding and ignoring a buyer's reservation price usually risks collapsing potential deals and could harm future interactions with that potential client. The two main aspects are the type of relationship in play, and the type of negotiation at work. "When I was running a website design and SEO freelance business, my rates were outside of some potential client budgets.

Source: Forbes September 28, 2017 14:07 UTC