You negotiate every day—whether you realize it or not. From deciding where to eat with family to discussing your salary with an employer, negotiation is woven into daily life. At its core, negotiation is about finding a solution that meets your best interests while also considering the needs of the other party. The challenge? Your counterpart across the table has the same goal.
To increase your chances of walking away with a favorable outcome, you need strategy, preparation, and the right mindset. Here are nine proven negotiation tactics that can help you take control and secure better deals in any situation.
1. Discover Your BATNA (Best Alternative to a Negotiated Agreement)
Your BATNA is your backup plan—the course of action you will take if the negotiation doesn’t go in your favor. The stronger your BATNA, the more confident you’ll be in negotiations. Without a solid alternative, you risk accepting an unfavorable offer out of desperation. Before entering any negotiation, identify your best alternative. For example, if you're negotiating a job offer, your BATNA could be a competing offer from another company or the ability to stay in your current role while continuing your job search. Knowing your BATNA keeps you from settling for less than you deserve.
2. Give Them a Win Before You Discuss Yours
One of the most powerful negotiation tactics is offering an early win to the other party. This small act of goodwill helps set a cooperative tone and builds trust. Do your research beforehand to identify something minor yet meaningful that you can agree on easily. For instance, if you’re negotiating a business contract, agreeing to a flexible deadline or a minor service adjustment can help pave the way for more significant asks later on. Demonstrating that you’re open to a win-win outcome makes the other party more receptive to your needs.
3. Don't Assume Anything
Many negotiators make the mistake of assuming what the other party is willing—or unwilling—to accept. The truth is, you won’t know unless you ask. Don’t self-reject by assuming your request is too bold or unrealistic. You may be surprised at how much flexibility the other party has, especially if you frame your requests in a way that highlights mutual benefits. If you want a salary raise, don’t assume it’s off the table—present your case with data and achievements, and you might get more than expected.
4. Negotiate the Negotiation
Before discussing the actual deal, set the stage by negotiating the process itself. Where will the meeting take place? How much time is allotted? Who will be involved? Clarifying these logistical details helps prevent misunderstandings and ensures a smoother experience. For example, if you’re negotiating a remote work arrangement, discussing communication expectations and performance metrics upfront can prevent friction down the line.
5. Make a Connection
Building rapport with the other party can dramatically improve the outcome of your negotiation. A bit of friendly small talk before diving into the negotiation can humanize the experience, reduce tension, and increase the likelihood of collaboration. If you’re negotiating with a new client, take a moment to find common ground—whether it’s a shared interest, background, or even just acknowledging their recent achievements. A positive relationship makes it easier to find solutions that work for both sides.
6. Ask Open-Ended Questions
Rather than asking questions that can be answered with a simple 'yes' or 'no,' encourage discussion by using open-ended questions. This technique provides deeper insight into the other party’s needs, concerns, and motivations. For example, instead of saying, “Would you consider lowering the price?” ask, “What factors influence your pricing, and is there flexibility in how we structure the agreement?” These questions invite dialogue and uncover creative ways to satisfy both parties.
7. Offer Inventive Incentives
Think outside the box when structuring your deal. Sometimes, what the other party values most isn’t obvious. If you sense hesitation in their acceptance, consider offering non-monetary incentives that align with their goals. For example, if a potential employer can’t meet your salary demands, negotiate for additional vacation time, professional development funds, or remote work flexibility. Having a few creative trade-offs in mind can help bridge the gap and make your offer more appealing.
8. Present Multiple Equivalent Simultaneous Offers (MESOs)
Instead of making just one proposal, present multiple offers with similar value but different structures. This gives the other party the feeling of control while ensuring that, no matter which option they choose, you still achieve a favorable outcome. For instance, if negotiating a consulting contract, you might present one offer with a lower rate but a longer commitment and another with a higher rate but a shorter term. By giving options, you subtly guide them toward a deal that benefits both sides.
9. Propose Contingency Stipulations
Before finalizing an agreement, consider including contingency clauses that account for potential risks and uncertainties. These can outline what happens if certain conditions are not met—such as project delays, changes in market conditions, or performance benchmarks. If you’re signing a partnership agreement, for example, a contingency clause could state that the deal will be reevaluated after six months based on key performance indicators. Planning for different scenarios protects both parties and ensures accountability.
FAST-ACTION STEPS
✅ Create multiple equivalent simultaneous offers for the negotiation you are about to undertake.
✅ Develop the best alternative to a negotiated agreement (BATNA) for an upcoming negotiation. This is an acceptable “plan B" solution you turn to if you can’t get what you really want.
✅ Propose something favorable for the other side up front before you discuss what you want. Give them the first win then pursue what you want to get out of the negotiation.
Ready to Negotiate with Confidence?
Negotiation is not just about getting what you want—it’s about creating value, building relationships, and securing outcomes that benefit both parties. Whether you’re negotiating a salary, a business deal, or even household responsibilities, using these strategies will help you navigate the process with greater confidence and control.
For a deeper dive into mastering negotiation, check out 'Absolutely! The Key Negotiating Skills to Get What You Want'—your essential guide to getting the best possible outcomes in any negotiation. Available now in the Wellness Resolve shop!
Quote
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Maya Angelou
Coming Up in the Next Issue: Keep This in Mind When Life Feels Unfair