8 Negotiation Tactics That Actually Work, According to Experts
Most people treat negotiation like a performance, either by over-preparing their pitch or avoiding the moment altogether. But experienced negotiators rely on practical habits that guide how they listen, what they ask, and when they hold their position.
And these tactics work because they help you stay focused, reduce friction, and respond with purpose.
Start With a Clear Goal and Stretch Target
Credit: Canva
Before any negotiation, write down your ideal outcome—not just a decent result, but the best realistic version of what you want. This becomes your anchor. People usually default to “reasonable” requests too early, then lose ground. A stretch goal helps you aim higher and gives you leverage.
Know Your Best Alternative Before You Begin
Credit: Getty Images
Your BATNA—best alternative to a negotiated agreement—can be your backup plan. After all, it defines the line between a good deal and one not worth accepting. If you don’t know the road you’ll take if talks fall apart, you’re likely to accept weaker terms. Clear alternatives give you confidence and make it easier to assess offers.
Match Your Body Language to Your Message
Credit: Getty Images
Your words might say confidence, but slouched posture or crossed arms send a different message. Joe Navarro, a former FBI agent, says visible hands, direct eye contact, and steady posture increase trust during negotiation. The way you sit, stand, and look at someone can reinforce your position or weaken it.
Use Silence to Regain Control of the Room
Credit: Canva
While some may think this is passive behavior, you can choose to stay quiet after an offer or question to flip the direction of a negotiation. A pause creates space to think clearly and prompts the other person to keep talking. That extra detail can reveal priorities or soften resistance.
Reframe Nerves to Improve Performance
Credit: Canva
Harvard research shows that saying “I’m excited” instead of “I’m nervous” improves how individuals handle pressure. The body’s response to both is nearly identical, so the difference comes down to framing. Doing so matters in negotiation, where anxiety tends to lead to rushed and uninformed decisions.
Group Related Issues into Negotiation Packages
Credit: iStockphoto
Negotiating each issue one by one turns the process into a tug-of-war. You get stuck fighting for wins in isolation. It works better to group items—salary, flexibility, timeline—and make tradeoffs across the whole set. This way, you protect your priorities while giving up things that matter less.
Revisit the Agreement to Find Extra Value
Credit: Getty Images
Take time to review the agreement after it’s signed to see if small improvements are possible. This approach, known as a post-settlement settlement, allows the two parties to adjust terms without undoing the original deal. When trust exists, people are more open to exploring refinements.
Recognize Emotions Before They Disrupt Progress
Credit: Canva
Tension typically builds when someone feels misunderstood or rushed. You can lower that pressure by naming what you see—“This part feels complicated” or “You seem hesitant.” Recognizing the emotion doesn’t mean agreeing with it. It just shows that you’re paying attention. That can defuse conflict and help focus on the real issues.
Use No-Based Questions to Lower Resistance
Credit: Getty Images
Asking for “yes” too soon makes people cautious. They worry about saying the wrong thing or losing leverage. But questions that invite a “no” feel safer and more honest. Instead of asking “Can we do this?” try “Would it be unreasonable to try this?” Former FBI negotiators use such tactics because it gives others space without shutting down the conversation.
Offer Multiple Options to Learn Priorities
Credit: Canva
Presenting only one proposal leaves you with limited information if it’s rejected. You won’t know what the other side disliked or where they might have been willing to compromise. That often leads to guessing, backpedaling, or stalled discussions. By contrast, offering two or three acceptable options invites comparison.
Use Contingent Terms to Manage Uncertainty
Credit: iStockphoto
Many negotiations break down because both sides disagree on what the future holds. That’s where contingent terms help. You agree on actions tied to outcomes: bonuses if results are early, penalties for delays. This reduces risk and creates incentives for performance. It also shows that you’re serious about accountability.
Include Flexible Terms That Still Protect You
Credit: Getty Images
Long-term deals don’t always fit neatly into a single contract. That’s where clauses like matching rights or renewal options come in. They give you room to adjust down the road without locking you in or leaving you exposed. If a tenant wants first crack at buying when a landlord decides to sell, a simple clause keeps both sides covered.
Deflect Pressure Without Giving Away Information
Credit: Getty Images
Not every question deserves a direct answer. If someone asks something strategic—your fallback terms, your timeline—you can respond without disclosing details. Say, “What makes that important for you?” or “I want to make sure I’m understanding the reason for that.” These replies invite explanation, not confrontation.
Document the Final Agreement Without Delay
Credit: Canva
Once you reach an agreement, don’t stop at a handshake. Write it down immediately, including all terms—even the small ones. Some individuals remember verbal agreements differently, especially under stress or after time passes. Putting it in writing avoids confusion, protects relationships, and locks in accountability.
Set a Firm Walkaway Point in Advance
Credit: Canva
If you walk into a negotiation without a clear bottom line, you’re asking for trouble. Deals struck without a set minimum often unravel later, leaving you second-guessing the whole thing or heading back to the table to fix mistakes. Figure out your walkaway point before talks begin, or you risk settling for terms you can’t actually live with.