A Step-by-Step Guide to Winning (Almost) Every Single Negotiation


Ever wish you could win every single negotiation you entered? Whether it is a job interview, appointment with a new client or winning over a big business contract, you can…if you are ridiculously prepared.

The strategy I’m talking about has won me a lot of business. And you don’t have to be a natural-born negotiator to use it. In fact, I’ve known some very timid and soft-spoken people who’ve landed great deals using this strategy…which means anybody can use it.

Let me show you how it works and why.

How to win a negotiation

It doesn’t matter what kind of business you are in or what you are selling, the overall steps in winning a negotiation is the same. Here are the 4 steps I take to close big deals:

Step #1: Identify business problems

Negotiations are all about preparation, and the side with the most preparation wins. That’s because the side with the most information gets to frame the discussion. They get to control the direction of the proposal and position the other side to accept their terms.

So, let’s imagine you are an Internet marketer, and you are trying to convince a division of Intuit to hire you for a huge contract. You’re jumping through hoops during the meeting, and then they ask what you charge. That’s when you hand them a proposal that identifies the critical problems with their site. Let’s say, there are three:

  • You’ve outlined their ecommerce transaction path and spotted critical areas where users are abandoning the checkout process.
  • You’ve spotted a lack of fundamental elements of trust on their landing page that could be costing them subscriptions.
  • You’ve documented strategic flaws in their email newsletter that deals with how they are making their emotional appeal.

And next to each of these problems, you’ve also included the number of leads or sales they are probably losing. You then ask them for specifics about traffic that travels down these paths. Whatever they quote you—exact percentages, a range or just shrug their shoulders—you share with them the benchmarks from a case study you pulled. This case study indicates to them the amount of money and business they are losing if they continue to leave these processes alone.

At this point in the discussion, you’ve got them sitting up in their chairs. They are listening to you. That’s when you move to the next phase.

Key takeaway: Make sure you are identifying realistic problems that can be fixed. Don’t bring up problems that may drastically change a business and cause you to get a lot of push back. On the flip side, make sure you are identifying big enough problems that will have a decent revenue impact. If you identify small problems that will only make a company an extra $10,000, there won’t be much money in it for you.

Step #2: Create solutions

Once you’ve identified their crucial problems, you now present them with the solutions. In our current scenario, you roll out a plan to fix these problems.

  • You suggest that the transaction path is too long and recommend testing a shorter one with an optimization strategy, using multivariate testing tools.
  • You slide a screenshot of their landing page that is professionally marked up with the trust elements that are missing on their page…and then another screenshot of your modified version.
  • You present three or four emails in their sequence with your recommended changes to improve their emotional appeal.

At this point the person is leaning out of his or her chair, hovering over what you’ve just presented. But your job still isn’t done.

Key takeaway: Similarly to the problems you identified, your solutions must be realistic. Not only do the company’s reps have to like your solutions, but they also have to feel the solutions are somewhat easy to implement. And, ideally, these need to be solutions that don’t require too many, if any, resources from the company you are pitching.

Step #3: Suggested Timeline

Next, you need to indicate how long you think it will take to fix these problems.

  • “We could knock out the landing page in a day or two.”
  • “The transaction path will take a little longer as we test and tweak, but we could grow ROI, I believe, by 10 to 15% percent in 30 days.”
  • “The email sequence will probably take the longest due to all of the content creation that is needed. We’ll do that last, and it can take anywhere from 2 to 3 months to complete.”

Then, you roll out your recommended priority list:

“It’s obvious the transaction path should be fixed first since it is directly tied to sales and revenue. Then, we will focus on the landing page since it’s low hanging fruit. And, finally, we will work on the email series.”

Key takeaway: The timeline you give has to be realistic, yet aggressive. If it takes you longer to implement the solution than it would the company, they won’t hire you. And when giving them a timeline, you have to include the revenue impact it will have as businesses tend to make decisions based on revenue and not emotions.

Step #4: Go for the throat

At this point, you have them exactly where you want them. But you can still mess up the negotiation and lose the deal if you don’t handle the next part correctly.

What you need to do now is ask for the sale. But what’s important is how you ask. You must frame the question as a “Yes” or a “Yes” question.

For example, you might say, “So, do you want to wait until the end of the month to get started…or should we get started on this immediately? Your choice.”

“Do you think we should start on the transaction path first? Or should it be the landing page? What do you think?”

You’ve just framed the discussion so that it’s really easy for them to say, “Yes,” no matter how you ask for the business.

Key takeaway: Strong negotiators are aggressive. If you showed a company why it financially makes sense for them to work with you, why wouldn’t they hire you? So, don’t ask if they want to hire you; instead, force them to hire you.

Why studying pays off

When it comes to negotiating, the busier the person is and the more preparation you’ve done, the easier it is going to be for you to win the deal.

See, the person, let’s say it’s a he, you are meeting with probably knows that these problems exist. He just has never been able to get around to figuring out what was wrong. His boss has probably been complaining about sagging ecommerce sales. He’s just too damn busy to do anything about it…let alone analyze the issue to the level you have.

Busy people suffer from the “blank page syndrome.” They simply don’t have the mental capital to invest in figuring out how to solve these new problems as they are already overloaded. You, however, are their solution.

And don’t feel bad if they make suggestions. Busy people love to make suggestions. They love to change and improve upon an idea because that’s what busy people do…they play with existing proposals because coming up with a solution from scratch is simply too time-consuming.

You are their savoir.

Key takeaway: The reason I am able to close million dollar deals isn’t because I am a better sales person or negotiator than you. It’s because I do my homework. I come into a company, tell them exactly what I am going to do and lay out the whole process. Yes, they can steal it and not hire me, and it’s actually happened, but in most cases companies are too lazy to do that. You can’t be worried about that. You just need to make sure you laid everything out so they won’t have any major objections.

Why acting like a punk pays off

Listen, you don’t have to wait for a big client to call you to use this strategy. You can approach the big client yourself.

Find a client or company that you really want to work with, study what they do, identify their problems, create solutions and map out timelines. Then give them a call and work your way to the right person by climbing through the food chain. You’ll be shocked to find out how many times I’ve been able to cold call a company and, after asking to speak with the “director of marketing,” have been transferred to him or her.

Once you get to the right person, tell her that you have something you’d like to discuss with her.

This is exactly how I got to work with big names like Amazon and Viacom. I didn’t wait for them to call me. I figured out how to connect with the decision-makers…and I acted like a punk.

That might sound disrespectful, but the higher up the person is in the organization, the more she appreciates someone who talks straight with her without fluffing things up. Plus, a little cockiness goes a long way.

The last thing they want to do is hire somebody whose hand they have to hold. They want someone who can walk in, tell them what needs to happen…and then get it done.

That is how you win every negotiation. And make a lot of money.

Key takeaway: People want to hire people who are smarter than they are. People who aren’t as smart tend to be a bit more insecure, so if you want to show that you know what you are talking about, act a bit cocky. Just make sure you don’t get carried away.

What to do if they say “no”

Just like everything else in life, however, this strategy isn’t fool proof. Some people will still say “no.”

Maybe it’s because they don’t have the budget. They would love to give you the money to do the work, but it’s just not there. No matter what reasons they are giving you, you need to figure out why.

And when you figure out why, circle back around and ask for the sale again in light of this new information. Just because they say “no” once, it doesn’t mean they won’t say “yes” later.

If you figure out why they said no, you can figure out how to tailor your pitch around it. For example, if it was related to the budget, you can charge a lower upfront fee and ask for the rest of the money towards the end of the project or when you hit specific milestones. Or if you want to make things simple, you can just reduce the scope of your work and fit it within their budget.

If they beat around the bush, then just be blunt: “Do you want me to help you make more money? If so, what is it going to take to start an engagement?” The key is not to take “no” for an answer.

Key takeaway: No just means “not right now”. There is always a way to make a deal work out. Sometimes you have to be flexible with your pricing or offer a performance-based deal with your costs covered upfront. Just don’t give up when people say no.

Common mistakes people make when using this strategy

Experienced negotiators know how to deal with other experienced negotiators. They also know how to pull one over on inexperienced negotiators. If that’s you, then here are a few common mistakes you need to avoid when negotiating.

  • Talking to the wrong person – I don’t care how prepared you are…if you are not talking to the decision-maker, then you will not win. Ask for the decision-maker as soon as you possibly can, and make sure they are involved at every level of the negotiation. And by the way, whether there are two people or ten in the room, know who the decision-maker is…and talk to that person.
  • Giving in – Negotiate enough, and you will run into a really good negotiator, who picks up on what you are doing. They may say, “I know what you are doing. You want me to say ‘yes.’ I will only say yes if you do X.” The question you have to ask yourself is this: “Is X reasonable?” If it’s not, then don’t give in. Ask for more time.
  • Being rushed – Whether they do it on purpose or not, giving you only “X minutes” to speak will not do the trick. It’s very difficult to negotiate under pressure. Experienced negotiators know this, so they may try to create that pressure by limiting your meeting time. Don’t fall for it. Dig in your heels and say, “When can you give me Y minutes?” where Y is however much time you need to share your presentation.

Key takeaway: You always need to have the upper hand. Once you lose the upper hand, you’ve lost the negotiation. To make sure you have the upper hand, don’t be afraid to push back a little. If you keep on saying “yes” to all of their demands, sooner or later, they’ll squeeze you, and the deal just won’t be worth it to you.

How to handle common objections to your proposal

You are probably mature enough to realize that negotiations do not occur in a vacuum. They are never as seamless as I make them appear to be on paper. Things will go wrong during the presentation, e.g., objections might be raised. Here’s how to be prepared:

  • “Why should I trust you?” If you’ve done your homework, then this will be easy. You will have the proof of what you are saying in the statistics and case studies that you’ve dug up. If you have testimonials, you’ll show those too. If you have endorsements from major media, you’ll share those too.
  • “I’m not sure you are the right person.” Ask them these four questions: “Why not? Do you have an ideal candidate in mind? Are you speaking to other candidates? Who?” If based on the information they give, you discover you actually do fall short of their expectations, then say, “If I do X, can we work together?” If they still say “no,” then there is something deeper. Get to the bottom of it.
  • “I’m not sure this is as important as you say it is.” Now, granted, if you don’t have access to their raw analytics, you cannot say for sure whether the problems you’ve identified are the problems they are facing. However, what you can do is suggest that you’ll work with them on gathering this information. And if you find a problem during this phase, you can propose working with them again.

Key takeaway: Closing deals always takes time. They rarely are easy, and you’ll typically run into roadblocks. Be prepared to fight and put pressure on the potential customer. If you show that you are busy and have tons of companies hitting you up, it will make them want to work with you, and you’ll run into fewer objections. So, make sure you show that you are successful by starting off the first meeting by introducing yourself and breaking down what you have done for other companies.


Let me end by saying this: I love to negotiate. I love to sit across from someone and try to influence him or her to think the same way I do. You, however, may hate it and think that it’s manipulative. Unless you are lying, it’s not manipulative. It’s called influence. Learning how to use it can change your life.

That’s one of the reasons I fell in love with negotiating. I learned that by influencing people I could get things done, accomplish my goals, and help other people along the way.

It wasn’t always easy. I’ve lost plenty of negotiations. For instance, when my partner and I were trying to get funding for Crazy Egg, we presented to dozens of VCs. Not one single one of them gave us money. But that didn’t discourage me. When they said “no” to me, I just interpreted it as “not right now”. I kept trying, and eventually I got better at convincing people to give me money.

So, what other negotiation strategies have worked really well for you?

P.S. If you want help growing your business click here.


  1. Just Tweeted this post. Nice and beautifully executed article as usual. Lets Hope this will help me to negotiate properly in my next deal.

  2. Fantastic post. You have really enlightened us with the art of successful negotiation.

  3. This is an Awesome post.

    Every one should learn these important points not only for business but also for personal life as well because we all negotiate all the times with our spouses, kids, parents etc.

    If you are a good listener, negotiation will get lot easier.

    • Thanks Rana,

      These tips could certainly help not only in business but in personal life as well. I agree, listening is key to negotiating and helping you get what you want.

  4. Without realizing, I actually díd force a client of mine to hire me. He was in doubt. So I said ‘so you do NOT want any new customers for your business?’. Then all of a sudden he said ‘no, no! of course I want more customers!’. And a few minutes later the deal was closed! 🙂

    There are some very valuable lessons in this post Neil. Thanks!

  5. Joost Krijnen :

    This has to be my favorite post so far, great topic nicely broken down!

    Especially the part about hiring people that are smarter, it’s a recurring subject on your blog and it’s great information to know whether your hiring or looking to be hired.

    great stuff

    • Thank you Joost,

      If you work with people who aren’t smarter or at least as smart as you then your business won’t get very far. You need people who are smart enough to point out things you may have missed or that could be improved.

  6. Pratik Dholakiya :

    Sometimes it happens that you’ve closed the deal and almost everything is perfect. Even though the client ask to perform some initial tasks to see how you are performing your tasks (may be for FREE) and based on that it becomes easy for them to decide how experienced and potential you are.

    Constant communication is also needed to stay on top of everything in regards with the discussion.

    This was a great read as always Neil!!

    • I agree, communication is key. If you are not direct and clear about everything then confusion can occur, which will lead to future issues.

  7. Awesome, just got the email and here i am reading this amazing post. Thanks man, you rock! Doing the homework – I like this. I like how you prone the clarity and openness, even if this means a 50% risk that the company or the counterparts steal the idea or methodology!

    • The best business is open and clear. Sometimes it doesn’t work out for you but for the most part the companies that you want to be working for will have the resource to hire you rather then spend the time doing it themselves.

    • If you want to win a customer you have to show him that you are able to solve his needs and you can do that only by learning what he needs, so this means to do some homework before going to talk to him.

  8. Hey Neil,

    Just dropped in to tell you that this was one the best posts I read on negotiating with clients. I have had to deal with some pretty tough clients over the last two months. I had no idea there was so much I could learn about negotiating a deal from a blog post. Thanks for putting out a really helpful piece of advice!

    Keep the good work going!

  9. Jeramiah Townsend :

    I use similar processes and get similar results (though no multi million dollar deals yet).

    Before I started my Marketing firm I was working in a CPA firm. I remember having to tell someone they owed a substantial amount of money. I was nervous and was sure they would be upset. The Firm owner walked me through the conversation using a very similar process as you described above.

    When my meeting was done with the client we stepped out of the conference room, they politely shook my hand, and with a big smile they said “thank you.” I never before had to tell anyone they owed the equivalent of an average years wages. And I never dreamed I would be thanked for it. But it happened. It was like magic.

    Here’s the basic format I followed:
    1 – Explain how the situation works
    2 – Explain how it effects actual income and expenses using real numbers
    3 – Explain what they did
    4 – Explain where they are.
    5 – Explain how to fix it in future
    6 – Explain the real value value this new method will bring them.
    7 – call to action. the “yes-yes” question. “Do you want me to start working on this today, or should we start next week on Monday?”

  10. Perfect !

    Now I will have a plan while negotiating with possessive clients. Especially convincing my SEO clients to go for Paid Search advertisers for their brand marketing online.

    Thanks Neil 🙂

  11. Jeramiah Townsend :

    I should add that I have only had my ideas stolen 3 times. 2 of those clients later came back to me for help or because the project blew up in their face. Like Neil said, you can lay it all out and most people are too lazy (or not confident enough) to pull it off.

    This is why I always give a free 1 hour consult. Usually within that 1 hour I get enough info from the client I can clearly understand their exact problem and propose an immediate solution along with a step by step plan for moving forward. People love it when you give them a prioritized list.

    When people tell me “Jeramiah, I haven’t hired you yet, but you’re giving me everything I need to solve this. You know I could just hire someone else for less to get it done…” I usually reply with something like “Sure you could. But if they couldn’t come up with a solution for your problem… do you really want them working to fix it?”

    • Also, it is still good to see that your idea is being implemented which really means that you brought value (stolen or not).

    • I like your response to the question. I would rather hire someone who not only caught the problem, but also has a plan to fix it, then someone who didn’t see or know about the problem in the first place.

  12. This is really necessary. Most of the time it makes sense to make it as easy as possible for prospect to say yes. Too many people try to sell without considering, “How can my proposal help this person/company make money?”.

    One of the points from this that really speaks to me is: “not being afraid to fight and apply pressure”. I think people prefer to listen to a bad ass that can DO SOMETHING over a nice guy who doesn’t know what he is doing. Not to be disrespectful and impolite but fearlessly believe in what value you are offering and not giving up.

    • Jeramiah Townsend :

      I agree. But you have to be careful too.

      I was working on a business turn around with a company (137 employees). The owner was interviewing some new managers and asked me to sit in on it. He said “You’re the one who has to approve them anyway.” One gal, not knowing who I was. I was an independent consultant, and the guy who gets to make the decision on hiring her. She thought I was just another manager at the business whom the owner wanted to bring in to see what she had. She came across so strong and even she said to me “You know what? I think you’re afraid I’ll take your position.” I sat quite. The owner politely said “No, he’s the guy who decides wether or not you get hired.”

      My point: Be bold, Be confident. But know what you’re talking about.

    • Thanks Myron,

      I like to be aggressive and recommend other be aggressive as well. In business you want someone who is not willing to give up until things get done. Perseverance is what you need in order to succeed.

  13. Hi Patel,
    Another nice one. I totally agree with you preparation is one of the key ingredients to success. In my opinion it s the more you are prepared the bigger the deal you are likely to win.

    • Thanks Vince, glad you agree. If you make sure you have everything covered you won’t get thrown by any question they throw at you. Cover every aspect and you will be able to take on anything.

  14. Great! Been using a lot of these strategies for job interviews. Might seem like a lot of work initially, but if a job is not worth doing extensive research or a project for. Then it’s most likely not worth having.

    • Hard work is what will get you the job you want to have. Nothing worth having comes easily. Let me know how these tips work out for you.

  15. Hi Neil, I do consult with a lot of small businesses and although I dont follow a step-by-step negotiation strategy like you have nicely laid out, I do find that a lot of the small business owners are hurting and it works wonders for my sales if I just follow a natural conversation and listen to all their problems, let them have a vent and then slowly present them with solutions once they get comfortable.

    This way I can essentially bypass all the objections as I don’t have to go searching for their problems.

    Obviously it is a different ball game dealing with large companies and corporations.

    • Sounds good, no matter what size business you are dealing with every situation in basics is the same. They need or could use help and you want to provide it for them. In any situation being prepared and listening to the needs the company has helps the most.

  16. These are some great add-on tactics as well, and a solid read: http://techcrunch.com/2011/11/19/how-to-negotiate-in-three-easy-lessons/

  17. Hi Neil,

    Another brilliant post! I actually read a similar post the other day over here (or rather watched as it’s a youtube video) http://www.iwillteachyoutoberich.com/blog/the-briefcase-technique-to-earn-thousands-of-dollars/ called The Briefcase Technique — to earn thousands of dollars.

    It’s pretty similar, but I like your in depth examples. I think at the end of the day, it’s not being manipulative as you said some people might feel. We are so resistant to sales pitches, one needs to be more creative to get people to listen to you.

    Like you said, it’s not lying, you can really help them, you just need their attention and to get the seriousness of what they could lose (or win) by hiring you!

    Thanks for the great read! 🙂

  18. David | Opportunities Frontiers :

    Hi Neil,

    I am actually learning negotiations and it can get very tricky. I have probably read all this things but I think as you say, people need more practice to get good at it.

    Thanks for sharing I hope to get back to you with good results.

  19. As always, you always brought the best reading materials to us, thank you, Neil. You’re one in a million

  20. website company :

    i always believe in doing my homework before meeting a client as it gives me more confidence when making a deal. I also believe it is very important to meet the right people in the company to clinch the deal.

  21. Marketing Pittsburgh :

    Thanks Neil! I really enojoyed reading this article. Finding problems that potential clients have was my biggest takeaway.

  22. Thank you for sharing! It’s time for me learn to be a “punk”! 🙂

  23. A. Kasin @ Melting Posts :

    Good tips Neil, I especially like the “Why acting like a punk pays off” one.

  24. Thanks Neil.

    You have inspired me to fight harder and harder everyday.

  25. Some awesome tips as usual Neil, wanted to know how you get the time and mind to write such awesome posts.

  26. Blake Waddill :

    I recently decided to start doing SEO/SEM full time on my own, separate from an agency. After reading this and thinking about the presentations I have given, it is crazy to think how much money I may have left on the table. This guide helps skilled marketers sell their product without even really selling.

    If you can’t give a definitive timeline because you don’t know the mess your walking into, do you approach estimating?

    • Sometimes… but at that point it is a shot in the dark. If a company doesn’t meet most of my requirements when I walk into a negotiation, I walk away.

      The longer the negotiation takes, the more likely you are to lose.

  27. Great stuff.. Had a mentor that believed address two issues for them, what’s in it for them, and why should they care. After having them buy into what’s in it for them and why they care, then a simple if I could would you…

  28. Thank you Neil for a very detailed guide there with many very fine points of advice. Except “cockiness”, the need to demonstrate being knowledgeable and able to solve the identified issues yes, cocky, no.

  29. Netsuite Developer :

    Your Articals are so informative. Thank you for giving me this information without expecting anything in return! 🙂

  30. Debbie Saviano :

    Home Run once again.
    Each time You provide Valuable Information.
    Influence and Confidence=Little Cocky

    Thanks for always sharing such QUality Material that is easy to Put to Use Immediately…. 🙂

  31. Thanks for these great tips, Neil. I guess the tough questions is always, you never know who you are confronted with and what knowledge/expertise do they have, especially if it’s the first meeting. Cheers, Christian

    • If you really do your homework then you will not be thrown by those with greater knowledge/experience. You should be able to learn from them and add your thoughts to what they have to say. You should know enough from doing research to show them things they may overlooked and help execute a solution.

  32. solicitors Manchester :

    I have a business news website that depends on traffic but it never seems to get picked up on Google Alerts. Any tips on how to increase the chance of getting picked up?

  33. Awesone Neil. These tips are surely going to help me for nexxt projcts.

  34. Web Design Resource :

    Really these four steps are very important and informative while going to final any deal for the business.

  35. IT soulutions and services :

    Even we tell the border price every clients are interested in negotiating the price, so i always use to negotiate the price by fixing it little bit higher

  36. What an article, Neil! Made me think for a long time after reading it. Was thinking about the opportunities I missed…

  37. Mohideen @ make money blog :

    Hi Neil,

    can u suggest me an tips to increase my blog traffic


    • Hey Mohideen,

      Try checking out some of my old post. They should help give you some tips on how to increase your traffic.

      10 Ways to Get More Traffic, Attention and Higher Rankings Through Social Sharing

      10 Hard-Hitting Link Building Tactics That’ll Boost Your Rankings

  38. Always been a big fan of can’t people just do things differently and revolutionize their business environment, seize the opportunity while others watch. I am looking up to big deals in consulting and this post just showed me the way forward as a budding consultant. Thanks Neil am so grateful.

    • Awesome, so glad that these tips have been able to help guide you. Let me know if you have any questions as you go.

  39. EntrepreneurKorner :

    The objections to the proposal can as you said be answered quite easily honestly, if you have thoroughly prepared your research on the company and the questions that could possibly be thrown towards you. Research is key, when for example I conduct a presentation without doing the thorough research , I feel like a noob because anyone can call me out on anything.

    However if you have conducted your research and someone calls you out, this way you can reply with an intelligent answer and everyone will be stunned because of course.. you know your stuff!


    – Lee

    • Yep Lee, you have got it. It is all about preparation. You shouldn’t be able to be thrown off, if you know what you are talking about.

  40. Gk Parish-Philp :

    Great post! Though not related to closing deals, it reminds me of advice my first employer gave me — always negotiate a new job offer. After the interview process, when an employer offers you a job, you have all the leverage. You’ve inspired me to blog it: http://gkparishphilp.com/blog/negotiate-every-job-offer-and-how-to-do-it

  41. I know you always respond to every Neil but don’t this time, save yourself the time 🙂 I just wanted to say it is awesome to have a place to go to where you can get kick ass tools for success 🙂 Keep hustlin’ buddy!

  42. Blackberry bold 9900 deals :

    Extremely helpful article. One thing I want to say that you have mentioned in between your article that “Don’t wait for company’s to call you, instead you call them and it might look disrespectful” I don’t think it is disrespectful as people do anything to get a chance and keep on trying for that chance is not disrespectful. I’ve read so many articles of yours and I have leaned a lot from it. Best Regards.

    • You have a good point, I appreciate you sharing your thoughts on the matter. Great to hear you have been able to learn more by reading Quick sprout.

  43. Hi Neil,

    I have missed this kind of opportunities a lot Thanks for motivating update

    • Everyone has missed opportunities. The important thing to do is learn from past mistakes and keep open to new opportunities that are sure to come.

  44. This really is fantastic.
    I recently started working at a marketing agency and want to develop their clientele and really clear the ground for the big accounts. So this advice is very timely.

    1 question: how can credibility be built/shown if I don’t have experience with a client that size, but have the know-how…I’m assuming I’d first negotiate about reaching certain milestone and for them to re-assess or ask for the whole project still?

  45. Ritesh Sarvaiya :

    Super one for sure Neil 🙂 Each of these points make ton of sense to all the start ups who are looking to raise funds or people like me who are in Negotiations with big time VC’s, who are trying to over power all the time, awesome read, learned so many things which surely will help me to negotiate in most perfectly in coming days.

    Once again thanks & i am doing well these days after a launch of my dream project with your super support 🙂

  46. Interesting piece. I attended a presentation covering negotiations. Universe must be telling me something. I tend to think of negotiations as bartering, a skill set I never developed. But having a set of tools to guide one in getting others onboard and to take action is really what it is all about. Thanks for the great tips.

    • No problem. As you start using them you will also learn a lot about negotiations and what fits well with your personality and style.

      Let me know if you have any questions or need help.

  47. I wish i would win every negotiation. But, some clicks well, some fails for various reasons.

    Thanks for writing a great thoughts and quite handy.

  48. martins ogianyo :

    I think with these i am on my way in closing as many deals as possible. Thanks man.

  49. Jeremiah Abraham :

    Great post Neil. Inspired me to keep kicking ass during meetings. Also, you made me want to watch Boiler Room.

  50. Why my comments are not displayed here.

    • If you don’t see your comments, they most likely have been automatically filtered out and deleted. This sometimes happens to comments that seem spammy. Sorry about that.

  51. Internet Marketing :

    You said it right there, Neil – CREATE SOLUTIONS. I think that’s the most important aspect to winning not just negotiations but business as well. If your solutions are CLEARLY helpful, everyone pays attention and you can win negotiations over and over again.

  52. This is a great technique and works well when selling safety like I do. Many times people do not realize they are not compliant with safety regulations and nothing sells better then pointing out the problem and offering a solution. And like you pointed out, you must know your stuff and have done your homework. If you go in without having the pertinent answers, you will lose the clients confidence and the negotiation.

  53. commendable post. Approaching people and big companies is something one should do more often. If you think you can offer something productive why not take a shot?

  54. Nice post. If you do your best you must succeed in any negotiation.

  55. hey neil,
    No doubt communication is life blood, i must say. happy to see that you have highlighted this important point in your post. really enjoyed it.


  56. Hi!,,,
    Fantastic post. You have really enlightened us with the art of successful negotiation.I really really like it!,, Thanks,,,,

  57. Fantastic post. You have really enlightened us with the art of successful negotiation.

  58. Why did you remove my post? Was it because it was true? Your pop-ups ARE INTRUSIVE. Don’t you get it? People don’t like that. Do you have any idea how many times I had to use my pop-up blocker just to make your website more usable on my end? Geez.

    • Apologies, your post may have went to the spam box as I didn’t see it. As for the pop-ups you can browse through my articles via email if you sign up for the list. Sorry for the inconvenience and thanks for reading 🙂

  59. Sorry for being a dick. I just find overlays, lightboxes, and such so frustratingly intrusive, and that more and more websites are using them.

    Other than that, though, your content is terrific.

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