A checklist of tactics to optimize your deal.
Determine the type of deal that you should be receiving.
Job seekers should interview at multiple companies to reduce reliance on a single company.
You feel happier in good weather, so you're more likely to help people.
Suggest an early time, perhaps 8:00 to 10:00am.
Face-to-face has more tension, so people resort to their instinctive gender roles: Women are caring. Men are aggressive.
Even simple words like “accepting” and “rejecting” increase aggressive tendencies.
Your counterpart will negotiate less aggressively if you schedule a future time to meet.
Positive feelings from their name will transfer to your name.
People receive better deals when they schmooze beforehand.
This tactic seems cute — but it’s devious.
Your deck shouldn't be a “sales” presentation meant to persuade.
Change the body language of your counterpart to reduce their power.
Your counterpart will negotiate less aggressively when they hear your alternative options.
You receive better deals with firm and confident language.
Anger and disappointment get larger concessions.
Job negotiations involve more than just salary. Addressing all terms will help both parties find the best possible deal.
You might value commissions, while your employer can be flexible with commissions.
Separate gains when possible so that they feel more impactful.
Your list of perks should never seem visually longer.
Request a high anchor so that your counterpart searches for the best qualities that would justify this cost.
Requesting a precise range (e.g., $81k to $84k) gets the best deals from a negotiation.
Contingencies make it seem like you are sacrificing, so buyers want to reciprocate by accepting.
Help your counterpart see the feasibility of finalizing the deal.
Your counterpart might interpret your silence as indecision, prompting them to interject and raise the offer.
Countering is good for both parties. Counterparts feel regret if you accept their first offer because it signals they could have received more.
Diagnosing the reason helps you find a solution.
Salespeople prefer to hide their backgrounds while video chatting, but customers are more persuaded when they see real backgrounds.
Not only will you finalize the agreement faster, but you can also control the terms.