Home / Sales Skills / Negotiate Without Fear
Great Deals Make Both Sides Smile.
40 lessons · 6 themes · practical tips in every lesson
Prepare, listen and bargain calmly, so you protect your price and the relationship.
THEME 1 · 7 LESSONS
Prepare Like a Pro
Most negotiations are won before they begin.
LESSON 01
Know Your Goals and Your Limits
LESSON 02
Find Your Best Alternative
LESSON 03
Research Their Needs and Pressures
LESSON 04
List What You Can Give and What You Need
LESSON 05
Set Your Opening Position
LESSON 06
Plan Your First Three Sentences
LESSON 07
Decide Your Walk-Away Point
THEME 2 · 7 LESSONS
Interests, Not Positions
Find what people really want behind what they say.
LESSON 08
What They Say vs What They Need
LESSON 09
Ask "Why Is That Important to You?"
LESSON 10
Look for Win-Win Trades
LESSON 11
Separate the Person From the Problem
LESSON 12
Create More Options Before You Decide
LESSON 13
Use Fair, Objective Standards
LESSON 14
The Pie Is Bigger Than You Think
THEME 3 · 7 LESSONS
Calm Tactics That Work
Chris Voss style tools in plain English.
LESSON 15
The Power of Calm
LESSON 16
Let Them Say "No" First
LESSON 17
Open-Ended "How" and "What" Questions
LESSON 18
Use "How Am I Supposed to Do That?"
LESSON 19
Mirror and Pause
LESSON 20
The Late-Night FM DJ Voice
LESSON 21
Let Them Talk Themselves Into It
THEME 4 · 7 LESSONS
Handling Price and Discounts
Protect your margin without losing the deal.
LESSON 22
Never Give a Discount for Free
LESSON 23
Trade, Do Not Just Give
LESSON 24
Hold Your Price With Confidence
LESSON 25
Respond to "That Is Our Budget"
LESSON 26
Use Odd and Precise Numbers
LESSON 27
Bundle Instead of Cutting Price
LESSON 28
When to Walk Away
THEME 5 · 6 LESSONS
Pressure and Difficult People
Stay calm when the other side plays hardball.
LESSON 29
Handle a Pushy Negotiator
LESSON 30
Respond to a Deadline Threat
LESSON 31
When They Say "Take It or Leave It"
LESSON 32
Deal With Silence and Stalling
LESSON 33
Stay Polite When You Are Angry
LESSON 34
Negotiate With Someone More Senior
THEME 6 · 6 LESSONS
Close the Deal Well
Finish clearly, kindly and in writing.
LESSON 35
Summarise Every Agreement Out Loud
LESSON 36
Put It in Writing the Same Day
LESSON 37
Leave Both Sides Feeling Good
LESSON 38
Do Not Celebrate Too Soon
LESSON 39
Protect the Relationship After the Deal
LESSON 40
Learn From Every Negotiation
Ideas in this topic come from
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
- Negotiation Genius (Deepak Malhotra and Max Bazerman)
- Bargaining for Advantage (G. Richard Shell)
Tips are written in our own words and are general guidance. The books are suggestions for further reading.
