Starting Guide To Negotiation: 11 Things To Know

Let’s demystify how successful negotiations work. I must have sat in hundreds of them by now.

As a founder, private person, seller, solo. I wish I'd known some of these sooner:

#1 GREAT NEGOTIATORS ARE MADE, NOT BORN

Just like salespeople. Talent helps, but it’ll only get you so far. It’s a muscle you have to train.

#2 DON’T WING IT

When you see a great negotiator, they’ve either done it 1,000 times, or (ideally still!) done their homework.

#3 PREPARE LIKE A DEBATE

Anticipate curveballs and challenger questions from previous negotiations. Prepare scenario-based answers.

#4 KNOW YOUR OUTCOMES

Know the minimum that you are willing to give or to walk away with. Anything below is when you leave the table. (Seriously!)

#5 GIVE CONTEXT

How your pricing is structured and why (don’t justify!). The situation of your business, what are non-negotiables.

#6 MAKE BUYERS FEEL SPECIAL

Take them behind the scenes. Share insights or product news that are not public yet. Make them feel like an accomplice. That bonds.

#7 NO FREE DISCOUNTS

If you give a discount, ask for something else in return. Key for power dynamic. Could be using their logo, a case study, or a warm intro.

#8 DON’T TRASH COMPETITION

Instead, praise where you can (nobody expects that). That shows confidence and adds credibility to your differentiation.

#9 OFFER PACKAGES, NEGOTIATE ON UNIT BASIS

That's how you anchor the total price but still make potential discounts feel more substantial.

#10 DON’T ACT TOUGH IF YOU CAN’T BACK IT UP

If you really need this deal, don’t overdo the poker face. Have some, but be realistic. Can get embarrassing otherwise.

#11 GET OUT OF EMAIL, PICK UP THE PHONE

Buyers feel more comfortable to let their guard down and speak honestly when it’s off the record. Call them!