Skillful Negotiation Methods

I led negotiations for industry-changing partnerships for 20 years. Steal these 5 tricks from negotiating experience: 𝟭. 𝗣𝗿𝗲𝗽𝗮𝗿𝗲, 𝗽𝗿𝗲𝗽𝗮𝗿𝗲, 𝗽𝗿𝗲𝗽𝗮𝗿𝗲. Seem obvious? Maybe. But most people skip this step. Go into the deal knowing: • Who has the most leverage. • What alternatives you have. • What your walk-away point is. 𝟮. 𝗔𝘀𝗸: "𝗪𝗵𝗮𝘁 𝗱𝗼 𝘆𝗼𝘂 𝘄𝗮𝗻𝘁?" And ask it almost immediately. When you understand what the other party wants, you can structure the rest of the negotiation accordingly. Frame your solutions in a way that meets their needs. 𝟯. 𝗗𝗼𝗻'𝘁 𝘂𝗻𝗱𝗲𝗿𝗲𝘀𝘁𝗶𝗺𝗮𝘁𝗲 𝗲𝗺𝗼𝘁𝗶𝗼𝗻𝗮𝗹 𝗶𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝗰𝗲. People expect negotiations to be serious affairs — so disarm them. Crack a joke. Make someone laugh. Relaxation leads to compromise. 𝟰. 𝗖𝗼𝗻𝘁𝗿𝗼𝗹 𝘁𝗵𝗲 𝘁𝗶𝗺𝗲. Create a sense of urgency. Expert tip: Set a hard "can't go past this date" deadline. Deals that go at their own speed often don't get done. 𝟱. 𝗠𝗮𝗸𝗲 𝘁𝗵𝗲 𝗽𝗶𝗲 𝗯𝗶𝗴𝗴𝗲𝗿 𝘁𝗵𝗮𝗻 𝗶𝘁 𝗳𝗶𝗿𝘀𝘁 𝗮𝗽𝗽𝗲𝗮𝗿𝘀. Yes, you really can have a win-win in negotiations. You have to be creative, but the best way to do this is by bringing other issues into the negotiation that were not core considerations at the start. -- 𝗪𝗵𝗮𝘁 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝗱𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 𝗮𝗯𝗼𝘂𝘁 𝘄𝗶𝗻𝗻𝗶𝗻𝗴 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻𝘀? Let me know in the comments below.

Master the Art of Negotiation in 8 Transformative Steps! Negotiation isn’t about dominating the conversation—it’s about building bridges, uncovering insights, and creating value for everyone involved. Having spent years negotiating multimillion-dollar power plant deals across Latin America, I’ve seen firsthand how the right approach can turn the most complex challenges into win-win solutions. These steps have been my go-to framework for navigating high-stakes conversations with governments, CEOs, and business leaders. Here’s your roadmap to mastering negotiation: 🔑 Listen with intention – Be fully present to catch what’s not being said. 🔑 Mirror their words – Reflect key phrases to establish rapport effortlessly. 🔑 Ask calibrated questions – Use open-ended questions to steer conversations strategically. 🔑 Label emotions – Acknowledge feelings to build trust and deepen connections. 🔑 Discover the Black Swans – Identify hidden fears, desires, or priorities that can shift the deal. 🔑 Embrace silence – Give space for reflection; silence is a powerful negotiation tool. 🔑 Summarize and validate – Recap discussions to ensure clarity and alignment. 🔑 Master tone and pacing – Your voice and pauses can seal the deal. These principles don’t just win deals—they build lasting relationships. They’ve worked for me in rooms where millions of dollars, multiple stakeholders, and tight deadlines were on the line—and they’ll work for you too. What are the top negotiation strategies or techniques you've found most effective in your experience? #NegotiationMastery #LeadershipGrowth #BusinessSuccess #CommunicateWithImpact

M&A From the plane…I wonder if I can negotiate my way into first class? I was recently involved in negotiating a purchase agreement between my client's lawyer, who was representing the Seller, and a private equity sponsor's legal team, who was representing the Buyer. What struck me as unusual was how both parties negotiated critical points of the transaction. Interesting, as neither side seemed to have any negotiating strategy and instead was focused solely on their respective positions. Ultimately, the process created ill will, a lack of understanding of what was truly important to each side, and almost caused the deal to implode. Here are the top 10 skills to learn to be a better business negotiator: 1. Analyze and cultivate your BATNA. Your BATNA, or best alternative to a negotiated agreement, is your fallback position if the negotiation fails. It's important to have a strong BATNA so that you're not afraid to walk away from a bad deal. 2. Negotiate the process. Before you start negotiating, take some time to negotiate the process itself. This includes things like the agenda, the time limit, and the ground rules. By negotiating the process, you can set yourself up for success. 3. Be a good listener. Active listening is one of the most essential negotiation skills. It's important to listen carefully to what the other party is saying verbally and nonverbally. This will help you understand their needs and interests, which is essential for reaching a successful agreement. 4. Build rapport. Building rapport with the other party is essential for creating a positive and productive negotiation environment. This means being respectful, friendly, and understanding. It also means finding common ground and building trust. 5. Be prepared. Before you start negotiating, take some time to do your research. This includes understanding the other party's needs, interests, and BATNA. It also includes knowing your limits and what you're willing to compromise on. 6. Be flexible. It's essential to be flexible in negotiation. This doesn't mean that you should give up on your goals, but it does mean that you should be willing to compromise. Sometimes, giving a little is the best way to get what you want. 7. Be assertive. It would help if you were assertive in negotiation but not aggressive. This means being able to stand up for your rights and interests and respecting the other party. 8. Be creative. Sometimes, the best way to reach a successful negotiation is to be creative. This means thinking outside the box and coming up with new solutions that meet the needs of both parties. 9. Be persistent. Don't give up easily in negotiation. If you believe in your position, be persistent and keep trying to reach an agreement. 10. Follow up. Once you've reached an agreement, following up and ensuring it's being implemented is essential. This will help to ensure that both parties are satisfied with the outcome.

I’ve helped several entrepreneurs navigate 8-figure negotiations. This is my negotiation masterclass: — 1. Be “un-ok” with the deal When you need the deal, you say yes to everything. When you know that what you have is worth a lot, you question the deal. - Ask all the questions - Don’t rush to get the deal done - Make “no” your default answer You should be “un-ok” with the deal going through. — 2. Trigger decisions not emotions You can only make a clear decision when you have all the information. - Guide towards a decision - Never manipulate emotions - Handle objections with FACTS You’re not there to get to ‘yes’. → You’re there to get to a decision. — 3. “No” is not personal They’re saying no to a deal, not to you. - Remember the value you're offering - Be ok to walk away if it isn’t right - There are always more buyers It’s not a personal rejection, it’s a decision. Keep moving. — 4. Equal exchange of value An unclear mind loses touch of the value you’re offering. Try a mental clarity reset with positive self-talk to make your mind clear and confident. (Wood, Perunovic, & Lee, 2009). — 5. Control behaviors, don’t focus on the goal You can’t control outcomes. → you can only control your inputs. Get obsessed with: - What you say - How do you speak - How you create an irresistible offer — 6. Ask open-ended questions These are the best tools to extract information from the other side. More info = more leverage. Aim your questions at the most silent one in the room (they’re usually the decision-makers). Then shut up and listen. We have two ears and one mouth for a reason. — 7. Never assume When you assume, the information you *think* you know blinds you from knowing the real situation. - Always do your research on the other party - Go into the meeting to gain clarity; not to confirm your bias. The better you know the field, the better you can play it. — 8. Speak to the pain Every decision comes from a position of pain. Even an acquisition. - Don’t beat around the bush - get to the pain - Find the EXACT words they use - Use those words when you talk about your painkiller The more you can get them to talk about their pain in their own words, the more they will feel like your solution is their own idea. — 9. Know your endurance I used to think negotiation also meant social events and getting drinks to bond. Lesson learned: Alcohol only drains your energy. Be disciplined and say no to free booze. Being the sharpest at the negotiation table is your competitive advantage. — 10. Get physical Negotiation isn’t all in your mind. - Slow down - low + slow voices show openness and confidence - Dress for success - ‘Enclothed cognition’ means that what you wear determines how you think - Sit up - Just like good clothes, good posture gives you confidence to feel in control — Enjoyed this? Repost ♻️ to share to your network and follow Ignacio Carcavallo for more content like this!

The thing that makes you hate your job isn’t the work or your boss. It's knowing you settled for less. ..because you couldn’t (or didn’t) ask for more. That feeling… the absolute worst. I’ve been there too, as the founder of a personal branding agency, @The Growth Cradle But here’s what I’ve learned: Negotiation isn’t just about tactics, it’s about mindset. If you walk in believing you’re worth more, you’ll negotiate differently. The secret isn’t in asking for higher. It’s in structuring your ask so they want to say yes. Here are 5 approaches that have worked wonders for me when negotiating with clients- 1. The “Swap Ask”: Trade one thing you don’t care much about for something that matters more. Phrase: “I can compromise on X if we can adjust Y to match my priorities.” Why it works: Negotiation isn’t always about money. Strategic trade-offs often create bigger wins. 2. The Silence Trap: After receiving an offer, remain silent for a few moments. Why it works: This often prompts people to over-explain, share more information and improve their own offer. 3. The "Reverse Anchor" Technique: Instead of stating your desired outcome first, ask the other party to propose their expectations. Example: "Given the scope and responsibilities of this role, what compensation range are you considering?” Or “What’s your range for this? Let’s see how we can make it work.” 4 Future ROI Play: Frame your ask around the value you’ll create. “If we adjust this term, I can deliver X result in 3 months. How do we make that happen?” 5 Conditional Yes: Never give a naked yes. Always wrap it with a condition that adds leverage, clarity, or value. “Yes, if we can align the salary to ₹X.” “Yes, I can commit, as long as we adjust the timeline.” Why it works: Shows collaboration while protecting your value. More Examples of Conditional Yes in Action- ✓ Salary Negotiation Instead of: “I need 20% more.” Say: “Yes, I’m excited to accept—if we can align the salary closer to [X], which reflects market standards and the value I bring.” ✓ Client Project Instead of: “I can’t deliver by next week.” Say: “Yes, I can deliver by next week, provided we focus only on Phase 1 and move Phase 2 to later.” Remember: Negotiation isn’t about pushing. It’s about making it easier for them to say yes while protecting your value. When you negotiate well, you gain more than money: Respect. Leverage. Room to grow. And the freedom to keep loving your work. Here’s your challenge: pick one tactic. Use it. Then tell me what happened. Because negotiation isn’t mastered by reading. It’s mastered by stepping in the ring… again and again:) Bonus reads: Never Split the Difference – Chris Voss Getting to Yes – Roger Fisher & William Ury #books #learning #mindset #negotiation #money #job

Your negotiation style might be sabotaging your deals. And you probably don’t even realize it. By the end of this post, you’ll know:    ✅ Which of the four negotiation styles fits you.   ✅ The hidden pitfalls that cost you value and opportunities. ✅ How to adapt your style to maximize collaboration and outcomes. After three decades of teaching negotiation, I’ve seen one thing repeatedly: Most people fail not because of bad tactics—but because they’re trapped in their default style. This model, developed by Harvard's PON (The Program on Negotiation), is a game-changer for improving your results. 1️⃣ Individualist (50% of negotiators) — The Lone Wolf: • Focused on maximizing personal gain, using pressure tactics and direct demands. • Best for competitive, high-stakes negotiations with clear outcomes (e.g., pricing, salary). • Push hard when maximizing your gain is essential, but explore collaboration for added value. • Pro tip: After stating your position, pause to see if cooperation can yield better results. 2️⃣ Cooperator (25-35%) — The Win-Win Seeker: • Collaborative, focused on fairness and long-term relationships. • Best for partnerships and multi-issue negotiations. • Find mutually beneficial solutions, but claim your fair share to avoid being exploited. • Pro tip: When faced with an aggressive negotiator, assert your bottom line confidently. 3️⃣ Competitive (5-10%) — The Ruthless Winner: • Focused on winning and maximizing the gap between outcomes. • Best for short-term deals where relationships are less critical. • Use assertive tactics but avoid burning bridges—trust unlocks long-term gains. • Pro tip: If you sense resistance, switch to a collaborative approach for better results. 4️⃣ Altruist (Rare) — The Selfless Giver: • Driven by empathy, prioritizing the counterpart’s success. • Best for building goodwill and trust in long-term relationships. • Be generous when aligned with your goals but protect your interests. • Pro tip: Use altruism to build rapport, then strike a balance for sustainability. Which style is best? 👉  None. The key is adaptability—expand the pie through collaboration, then claim your share with confidence. Master negotiators know when to cooperate and when to compete. Flexibility is the real superpower. Which style fits you? Drop it in the comments—I’ll share a tip to maximize your strengths. Ever had your style backfired? Share your story—I promise I won’t judge (unless you’re Competitive… then I might). 😉 ♻️ If this post made you rethink your negotiation style, hit repost—someone in your network needs to read it.