Expert negotiators actually love awkward silences. When meeting face-to-face or even just talking over the phone, use a long pause to your advantage. If the other party gives an offer, say nothing and wait. It is supposed to be awkward. That’s why it works. No one likes an awkward silence. Except for an experienced negotiator. The other party will often negotiate against themselves just to end the silence. You’d be surprised how common that is. Use this tactic to your advantage, and if they use it, just stay silent as well.
FIND A THIRD PARTY FOR AN OPINION
Imagine getting referred to something you are already using. That is the ultimate confirmation of your decision to use that resource. See if you can’t find another company or any type of innocent bystanders in the business world to confirm your eventual choice. Your broker has contacts that your team can get opinions from as well. It’s worth it to take some time out of negotiations and get a second opinion. This is the benefit of a broker: a team of resources.
BE EASY TO WORK WITH
It’s not going to get you any real favors in the deal, but it will keep you from getting bad offers for being disliked. Be accommodating and encouraging in each interaction with the other party. Feel free to make small talk and help each side get comfortable. Be sincere in these back and forths. Show empathy as well. You need to keep up both of those things if negotiations and
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