Negotiate With Someone More Senior
Practical ways to negotiate with someone more senior, staying respectful and confident.
Seniority is a role, not a wall. Prepare well and speak plainly.
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.
Seniority is a role, not a wall
Senior people are still people with goals and worries, so treat them with respect and clarity.
Prepare well.
Prepare more thoroughly
Senior people value brief, well-researched, well-organised conversations.
Do your homework.
Know their priorities
Understanding what they are measured on shows what they care about.
Research them.
Be brief and clear
Respect their time by leading with the point and the benefit.
Write a headline.
Be respectful and confident
Courtesy and self-assurance together earn attention.
Practise tone.
Ask for their view
Inviting their perspective shows respect and gives you information.
Ask early.
Bring options
Offering choices makes decisions easier for busy leaders.
Prepare two.
Follow up promptly
A quick, clear recap shows reliability.
Send it the same day.
Prepare more
Seniors value preparation.
Do it.
Be brief
Time.
Cut.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Thank you for making time.”
“I will be concise.”
“Here is the value for your team.”
“What matters most to you?”
“Does that work?”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Research their priorities
Prepare a short summary
Be on time
Speak plainly
Ask for their view
Be confident
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: Stay Polite When You Are AngryNext: Summarise Every Agreement Out Loud →
- 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
