Prepare four numbers and one list
Write these down before any negotiation, whether it is a salary, a supplier contract or a deadline.
Number 1 Your walk-away point The worst deal you would accept. Below it, you leave. e.g. 55k salary
Number 2 Your target A realistic, ambitious outcome based on research. e.g. 60k
Number 3 Your opening Above your target, with a reason you can state. e.g. 65k, based on market data
Number 4 Your BATNA Best Alternative To a Negotiated Agreement: what you do if there is no deal. e.g. an offer from another firm
The list What they need Their goals, pressures and deadlines. These are the things you can trade on. e.g. fill the role before Q4
Six techniques at the table
Each technique has a phrase you can use. Practise the phrase until it feels natural to say.
Anchor first The first number on the table pulls the final result towards it. Open with a reasoned figure. “Based on the market for this role, I’m looking for 65,000.”
Ask open questions Find out what matters to them before you make or answer an offer. “What would make this work well from your side?”
Mirror Repeat their last few words as a question. It invites them to explain more. ““A tight budget this year?””
Label the emotion Name what you sense, calmly. It lowers tension and shows you are listening. “It sounds like timing is the real concern.”
Use silence After making your offer, stop talking. Let them respond first. “(Make the offer. Then wait.)”
Package the deal Negotiate several items together, so you can trade across them. “Let’s look at price, term and payment dates together.”
Trade, don’t concede
Every time you give something, ask for something back. The pattern “if you…, then we…” turns a concession into a trade. Here is a supplier negotiation, move by move.
- Supplier Our price for next year is €14 per unit.
- You Thanks. That’s more than we budgeted. What flexibility is there? An open question: you learn before you offer.
- Supplier We could perhaps go to €13.50.
- You If we commit to two years rather than one, could you do €12.50? The “if…, then…” trade: a longer term in return for price.
- Supplier €13, for two years.
- You If we also pay within 15 days, can we agree €12.75? A second trade, worth more to them than to you.
- Supplier Agreed: €12.75, two years, 15-day payment.
Negotiating in writing
Email removes tone of voice, so a firm position can read as cold. Hold your position in the facts and keep warmth in the framing.
Re: Proposal for the 2027 contract Hi Marco, Thanks for the revised proposal. We’d like to make this work for both of us. The unit price of €14 is above what we can approve. At €12.50 we could commit to a two-year term and pay within 15 days instead of 30. Could we talk it through on Thursday? I’m free from 2 pm. Best, Lena
Knowing when to walk away
Your walk-away point is the worst deal you would still accept. Below it, your best alternative (the BATNA from the preparation list above) is better than agreeing. Decide it before you start, and do not move it during the conversation.
| Signal | What it usually means | What to do |
|---|---|---|
| Their offer is below your walk-away point | No deal is better than this deal | Say so calmly and leave the door open |
| They keep adding new conditions | The other side is testing how far you will bend | Summarise what was agreed and ask to close on that |
| You feel rushed to decide today | Pressure, not a real deadline | Ask for 24 hours to consider it |
Negotiating a deadline with your manager
Not every negotiation is about money. When a new task arrives and your week is already full, trade priorities instead of simply saying yes.
“I can take on the board summary by Thursday if the supplier report moves to next Tuesday. Which matters more to you this week?”
More ways to decline or trade work are in saying no professionally.
Asking for a raise: the plan
Tick off each step as you prepare. The conversation itself is the shortest part.
Guides on negotiation
3 guides · newest first
How to Negotiate in Writing Without Damaging RelationshipsHold firm positions in written negotiation without breaking trust. Templates, language patterns, and repair notes used by experienced counsel.Apr 23, 2026 · 14 min read
Asking for a Raise - Step-by-Step GuideStep-by-step guide to asking for a raise with proven scripts, preparation checklists, objection handling, and timing strategies that maximize your success.Mar 21, 2026 · 18 min read
Negotiation Techniques for Any SituationMaster negotiation techniques including BATNA, anchoring, mirroring, and Chris Voss methods. Salary, vendor, and contract negotiation strategies that work.Mar 21, 2026 · 22 min read