Z Top 7even Negotiation Tactics

Most of the business world finds itself in one negotiation after another and this could be with a prospect or even internally. After watching a few courses on negotiation and spending over 25 years on all sides in sales I figured I'd share my best seven tactics for a successful negotiation. I remember talking to a successful hedge fund owner who said to me, "In many negotiations if both parties come out each feeling a bit uncomfortable than it's a success!" Ponder that. Why seven tips? 007, get it!

1. Prepare Thoroughly

One of my favorites here. Know your goals, limits, alternatives, and as much as possible about the other party. Preparation builds confidence and leverage. Out prepare to out perform the other guy.

2. Anchor First (When Strategic)

Start with a strong but reasonable initial offer to set the tone. This “anchor” can shape the rest of the negotiation in your favor. Reasonable is the key word here as amateur negotiators often throw out unrealistic numbers. 

3. Use Silence Strategically

After making a point or hearing an offer, stay silent. Silence creates pressure and often prompts the other side to make concessions or reveal more. Try this one! It's remarkable how much silence can play a role in getting more information out from the other party.

4. Ask Open-Ended Questions

Instead of making assumptions, ask things like “What’s most important to you in this deal?” This uncovers interests and opens paths to win-win solutions.

5. Flinch at the First Offer

Showing surprise or disappointment can make the other party second-guess their position and potentially improve their offer. One of the only two A's I received in university was Acting class so this one I like a lot. 

6. Use the “Good Cop, Bad Cop” (Carefully)

A classic tactic where one negotiator is tough and inflexible while the other seems reasonable. It creates contrast and pressure—though it can backfire if overused or transparent.

7. Know When to Walk Away

If the deal doesn’t meet your minimum criteria, be ready to leave. A strong BATNA (Best Alternative to a Negotiated Agreement) gives you power and confidence. 

Test one or two of these out at a time and see how they work. In your preparation for your next negotiation maybe even have these on your second screen or printed out. Good luck and god speed.