A checklist of tactics to optimize your deal.
Determine the type of deal that you should be receiving.
Job seekers should interview at multiple companies to reduce reliance on a single company.
This tactic seems cute — but it’s devious.
Change the body language of your counterpart to reduce their power.
You feel happier in good weather, so you're more likely to help people.
Suggest an early time, perhaps 8:00 to 10:00am.
Your list of perks should never seem visually longer.
Not only will you finalize the agreement faster, but you can also control the terms.
Face-to-face has more tension, so people resort to their instinctive gender roles: Women are caring. Men are aggressive.
Place your option in the center when customers view all options. Place your item first or last when customers view options individually.
Anger and disappointment get larger concessions.
Positive feelings from their name will transfer to your name.
Requesting a precise range (e.g., $81k to $84k) gets the best deals from a negotiation.
People receive better deals when they schmooze beforehand.
You receive better deals with firm and confident language.
You might value commissions, while your employer can be flexible with commissions.
Job negotiations involve more than just salary. Addressing all terms will help both parties find the best possible deal.
Diagnosing the reason helps you find a solution.
Your counterpart might interpret your silence as indecision, prompting them to interject and raise the offer.
Help your counterpart see the feasibility of finalizing the deal.
Request a high anchor so that your counterpart searches for the best qualities that would justify this cost.
Contingencies make it seem like you are sacrificing, so buyers want to reciprocate by accepting.
Your counterpart will negotiate less aggressively when they hear your alternative options.
Separate gains when possible so that they feel more impactful.
Countering is good for both parties. Counterparts feel regret if you accept their first offer because it signals they could have received more.