Avoid Weak Language While Negotiating

Sometimes you will negotiate with a “powerful” counterpart, such as your boss. In these scenarios, you might feel pressured to use disclaimers:

• “I know this might sound like a lot, but ______.”
• “I hate to ask for this, but ______.”
• “Would you possibly consider ______?”

Eliminate these words. Your counterparts will negotiate more aggressively, giving you a worse deal. (Van Kleef, De Dreu, & Manstead, 2006). You receive better deals when you are firm and confident (Tiedens & Fragale 2003).

• Tiedens, L. Z., & Fragale, A. R. (2003). Power moves: complementarity in dominant and submissive nonverbal behavior. Journal of personality and social psychology, 84(3), 558.
• Van Kleef, G. A., De Dreu, C. K., & Manstead, A. S. (2006). Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret. Journal of personality and social psychology, 91(1), 124.