Learn From Every Negotiation
Practical ways to learn from every negotiation, building skill with each conversation.
Every deal teaches. Reflect and improve.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
Every negotiation teaches something
Reflecting after each one turns experience into skill and confidence.
Make it a habit.
Write a short debrief
Within a day, note what happened, while memory is fresh.
Write three lines.
List three things that worked
Knowing your strengths lets you repeat them.
Write them.
List one thing to change
Choosing a single improvement makes progress manageable.
Pick one.
Ask for feedback
The other side may offer insight you cannot see.
Request kindly.
Celebrate progress
Mark improvements to stay motivated.
Note wins.
Revisit regularly
Review your notes every quarter.
Calendar it.
Debrief every time
Learning compounds.
Do it.
Write what happened
Facts.
Note.
List what worked
Repeat.
Write three.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“What worked and what did not?”
“I will change one thing next time.”
“I wrote down the lesson.”
“I shared it with the team.”
“May I have your feedback?”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Write a short debrief
List three things that worked
List one thing to change
Ask for feedback
Share lessons
Update your playbook
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Protect the Relationship After the Deal
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
