CAREER TIPS - Succeed In Any Negotiation: 10 Tips From A Fortune 50 Negotiator
Posted 18th June 2025 • Written by Dr. Ruth Gotian on forbes.com • • • • • •
Framing Your Perception
Negotiation begins long before you sit at the table. The way you present yourself, even through body language, influences how others perceive you. Do people see you as a winner or whiner? Those perceptions can frame the negotiation before it even starts. Work to make yourself indispensable.
Show Your Value Before You Ask
When negotiating for a raise, particularly in environments with frozen budgets, it's essential to showcase your value ahead of time. Instead of accepting budget constraints at face value, think outside the box. Identify and highlight your contributions and seek alternative solutions that demonstrate your worth.
Deep Research is Key
Understanding the person you are negotiating with is vital. Dig deep to uncover their motivations, needs, and constraints. Look for verbal and non-verbal clues to identify the true decision-makers and their inclinations.
The Power of the Red Herring
A common tactic in negotiations is the use of a red herring—offering something that seems valuable to the other party but isn’t as important to you, thereby diverting the attention from what is really important.
Talk to the Right Person But Not For Too Long
Greg advises confirming at the start that the person you are negotiating with has the authority to conclude the deal. If not, aim to speak with those who do to avoid unnecessary rounds of negotiation.
The longer you negotiate, the more concessions you are likely to make. People want to see a conclusion to their efforts. Set mile markers to the negotiation, and if you see yourself getting off course, work to get back on track or cut loose.
Observing Body Language
People communicate more than they say with words. Observing body language can reveal their true feelings about your proposal. For example, a genuine smile, which includes crinkles around the eyes, suggests positive reception. If they smile without their eyes, they might be trying to push you towards a concession. There are other tells–A shrug shows disinterest, while a tilt of the head shows interest. A widening of the eyes shows they are taking in new information.
Silence and Nod
Silence can be a powerful tool; There is a power in the pause. Echo what your counterpart says and then remain silent. People feel compelled to fill the void, often revealing more information than they intended. Similarly, nodding your head can subconsciously encourage the other person to agree with you.
The Art of Asking Questions
The person asking questions in a negotiation often controls the conversation. Answer questions strategically, sometimes with questions of your own. This tactic can help you gather more information and maintain control. For example, if faced with a low budget offer, you might say, “You’re aware of my reputation (nod), and the value I bring (nod). Out of curiosity, why did you reach out to me if your budget is only $1,500?” Asking open-ended questions and prompting them to “tell me more” can also provide deeper insights into their position.
Know When to Walk Away
Not every negotiation will end in your favor, and that’s okay. Knowing when to walk away is crucial. If the negotiation isn’t meeting your needs or is dragging on too long, it’s time to reconsider your position. Set milestones to track your progress and determine if it’s worth continuing.
Words to Use
Use language that prompts further dialogue, such as, “What investment can you make?” instead of “What’s your budget?” Inquire about what you might have missed with questions like, “What did I not ask that I should have?” This can uncover hidden aspects of the negotiation.
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