Negotiate Like a Pro: 4 Foolproof Psychological Tricks
Let’s face it, negotiation isn’t always easy, and it can feel like a tricky game. But don’t worry: with the right tools you can become a truly skilled negotiator. Just apply these four simple yet powerful psychological strategies, whether you’re closing a deal, seeking a higher salary, or reaching a personal agreement. Follow these tips and you’ll find your goals much easier and more natural to achieve!
1. Reciprocity: give something to get something
Reciprocity works because when someone receives a favor, they feel almost obliged to return it. Offer something of value right away however small to create a sense of indebtedness: a coffee, a helpful tip, a kind gesture at the outset. If you’re negotiating a contract, start by fixing a minor detail that matters to the other party or share valuable information they don’t have. That initial gesture makes them far more likely to grant you something later.
2. Commitment & Consistency: get “yes” to the small things first
Once people say yes, they prefer to stay consistent. Begin with small, easy requests and secure an initial agreement. If you’re selling a car, ask first whether they like the color or model; when it’s time to talk price, backing out becomes harder. In salary talks, confirm minor points first deadlines, workflows and you’ll see bigger yeses come more naturally.
3. Social Proof: “Everyone’s doing it”
People seek confirmation from others’ choices. Negotiating a raise? Show that peers in your role earn more: “I noticed that others in this position generally make a higher salary.” Testimonials or hard stats reinforce your case and make your request hard to dismiss.
4. Scarcity: now or never!
The fear of missing out is powerful. Signal that you have alternatives or that time is running out. You might say, “I like this sofa, but I saw a similar one on sale elsewhere—if you can beat that price, I’ll buy it now.” In job negotiations, mention that you’re considering other offers. This urgency motivates the other side to close the deal quickly.
Bonus Tip: Body Language
Non-verbal cues matter! Maintain steady eye contact, keep a calm but firm tone, and adopt an open, relaxed posture. It boosts your credibility and authority during the negotiation: it’s not just what you say, but how you say it.
Curious for more? Dive deeper and master the craft in The Art of Negotiation.
