The Psychology of
Negotiation
A checklist of tactics to optimize your deal.
Before a Negotiation
Gather Benchmark Data Before Negotiating
Determine the type of deal that you should be receiving.
Enhance Your BATNAs Before a Negotiation
Job seekers should interview at multiple companies to reduce reliance on a single company.
Negotiate on Days With Nice Weather
You feel happier in good weather, so you're more likely to help people.
Negotiate in the Mornings
Suggest an early time, perhaps 8:00 to 10:00am.
Negotiate With Men Via Email (and Women Face-to-Face)
Face-to-face has more tension, so people resort to their instinctive gender roles: Women are caring. Men are aggressive.
Avoid Negotiation Terminology
Even simple words like “accepting” and “rejecting” increase aggressive tendencies.
Schedule a Future Interaction Before a Negotiation
Your counterpart will negotiate less aggressively if you schedule a future time to meet.
Pair Names in a Calendar Invite
Positive feelings from their name will transfer to your name.
During a Negotiation
Schmooze Over Personal Details Before Negotiating
People receive better deals when they schmooze beforehand.
Bring Pastries and Coffee to a Negotiation
This tactic seems cute — but it’s devious.
Frame Sales Information as Training Information
Your deck shouldn't be a “sales” presentation meant to persuade.
Give Your Negotiation Counterpart a Low Soft Chair
Change the body language of your counterpart to reduce their power.
Mention Your BATNAs During a Negotiation
Your counterpart will negotiate less aggressively when they hear your alternative options.
Avoid Weak Language While Negotiating
You receive better deals with firm and confident language.
Show Anger and Disappointment During a Negotiation
Anger and disappointment get larger concessions.
Address All Relevant Terms During a Negotiation
Job negotiations involve more than just salary. Addressing all terms will help both parties find the best possible deal.
Rank Order the Terms of a Negotiation
You might value commissions, while your employer can be flexible with commissions.
Separate Their Gains Into Individual Components
Separate gains when possible so that they feel more impactful.
Depict Visual Balance With Negotiation Counterpart
Your list of perks should never seem visually longer.
Make the First Offer During a Negotiation
Request a high anchor so that your counterpart searches for the best qualities that would justify this cost.
Ask for a High Precise Range
Requesting a precise range (e.g., $81k to $84k) gets the best deals from a negotiation.
Add a Simple Contingency to Offers
Contingencies make it seem like you are sacrificing, so buyers want to reciprocate by accepting.
Prime a Counterpart's Ability to Execute the Deal
Help your counterpart see the feasibility of finalizing the deal.
Pause After Your Counterpart Makes an Offer
Your counterpart might interpret your silence as indecision, prompting them to interject and raise the offer.
Always Counter the First Offer
Countering is good for both parties. Counterparts feel regret if you accept their first offer because it signals they could have received more.
Diagnose Unspoken Reasons During a Negotiation
Diagnosing the reason helps you find a solution.
Show Your Background While Video Chatting
Salespeople prefer to hide their backgrounds while video chatting, but customers are more persuaded when they see real backgrounds.
After a Negotiation
Be the First to Draft the Contract
Not only will you finalize the agreement faster, but you can also control the terms.