10 Rules of the Art of Negotiation
Master the art of negotiation with these 10 proven communication techniques — from tone control and structured speech to psychological triggers that build trust and agreement.
1️⃣ Speak slowly and keep sentences short.
Research shows that the average adult struggles to grasp the meaning of a sentence longer than 13 words or one that lasts over six seconds without a pause.
2️⃣ However, experienced salespeople can be more persuasive when using longer sentences connected by “and” or “or,” creating a natural flow in conversation.
3️⃣ Vary your voice volume every 2–3 minutes.
A monotonous tone quickly loses the listener’s attention.
4️⃣ Use expressive gestures and body language.
Hand movements, posture changes, humor, or engaging questions help draw the client into dialogue.
5️⃣ Use inclusive phrases like “let’s do,” “let’s think,” “let’s see.”
Such wording aligns you with the listener, creating a sense of partnership.
6️⃣ Create anticipation and curiosity.
Say things like: “You’ll find this especially interesting,” or “It’s even better than you might imagine.”
7️⃣ Use subtle suggestion techniques.
Blend the present with the future:
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“Knowing this today will help you in the future…”
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“Right after I explain, you’ll easily find exactly what you’ve been missing…”
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“If I show you, you’ll have the opportunity to…”
8️⃣ Offer a choice without real alternatives.
Example: “Would you like to make the payment now or tomorrow when I deliver the order?”
9️⃣ Remember — 80% of a negotiation’s success depends on how you begin and end the conversation. First impressions and final words matter most.
🔟 Apply the “Yes” technique.
The more often your client agrees with you, the more inclined they’ll be to continue saying “yes.” Start with simple, agreeable questions before moving to key decisions.
