Well, we don't have tons of money to play with, but in general lower price is better and telling them to work up toward the higher price.

Money can have an odd effect on people; give them too much, they might appreciate it and work hard or think they "made it" and work lazily. Give them too little, and they might work hard for more or feel used and work begrudgingly. The culture / economy they live in dictates the actual figure.