10 Rules of the Art of Negotiation
1️⃣ Don’t speak too fast, and keep your sentences short.
Research shows that the average adult struggles to grasp a sentence that contains more than 13 words. Likewise, comprehension drops if a phrase lasts more than 6 seconds without a pause.
2️⃣ However, experienced salespeople can be more persuasive when their speech includes longer sentences connected by conjunctions like “and” or “or.” This creates a natural flow and keeps the listener engaged.
3️⃣ Change the volume of your voice every 2–3 minutes.
This prevents monotony and helps maintain attention throughout the conversation.
4️⃣ Capture attention with movement or humor.
Use expressive gestures, change your posture, tell a short joke, or ask engaging questions to keep the client involved in the dialogue.
5️⃣ Use phrases that create partnership.
Expressions like “Let’s do this together,” “Let’s think about it,” “Let’s listen,” or “Let’s take a look” help you align yourself with your conversation partner and build rapport.
6️⃣ Create moments of anticipation.
Spark curiosity with phrases like “This will be especially interesting for you,” or “It’s even better than you can imagine.”
7️⃣ Use elements of suggestion.
Blend the present with the future: “Knowing this today will help you later…”, “Once I explain this, you’ll easily find what you’ve been missing…”, “If I show you this, you’ll have the opportunity to…”
8️⃣ Offer a choice without real alternatives.
For example: “Would you like to pay for your order now or tomorrow when I deliver it?” Either option leads to the desired outcome.
9️⃣ First and last impressions matter most.
About 80% of how people perceive your negotiation depends on how you start and finish the conversation.
🔟 Use the “Yes Ladder” technique.
The more your client says “yes” to minor questions, the more likely they are to agree on key points later. Warm them up with small, obvious affirmations before moving to the main issue.
