How to Be a Better Negotiator: 4 ways to Close the Deal
By leadership author and keynote speaker Ross Shafer
Are you a decent negotiator—but not quite great? Do you want to land better deals in business, real estate, or partnerships without feeling like you’re getting taken for a ride?
Whether you’re buying a business, securing a lease, or negotiating better vendor terms, becoming a better negotiator is a learnable skill. And I’ve got five practical negotiation tactics that will help you get what you want—without burning bridges.
The ability to negotiate well isn’t about being aggressive—it’s about being smart, strategic, and empathetic. Whether you’re sealing a deal at the boardroom table or bargaining over coffee, these four proven negotiation tips will help you close more deals and build stronger business relationships.
1. Start by Negotiating from the Seller’s Point of View
Didn’t expect that, did you?
Too often, people walk into a negotiation focused entirely on their wants. Big mistake. If you want to make a deal that sticks, ask yourself:
What does the seller really want?
Are they looking for quick cash? Trying to dissolve a business partnership? Hoping to eliminate debt? Once you uncover the seller’s true motivations, you’ll be better positioned to offer a deal that works for both parties—and avoid the common missteps that can kill the deal early.
2. Don’t Be Desperate—Confidence Wins Deals
Desperation is loud. It shows in your voice, your offers, and even your posture. When you look too eager, you lose leverage—and potentially overpay.
Instead, walk in calm, prepared, and willing to walk away. This is especially important when you’re negotiating a business acquisition, lease, or vendor agreement. When you signal that you’re not dependent on this particular deal, you instantly gain power.
That doesn’t mean playing games—it means knowing your numbers and understanding the marketplace. Spend time researching comparable deals in your industry so you can confidently justify your offer.
Additionally, know your walk-away point. That’s the maximum you’re willing to pay or the minimum you’ll accept. Without that, emotions can easily push you into overcommitting. The best negotiators expect alternatives and believe they’ll find other opportunities.
For a deeper dive into this mindset, check out Forbes’ guide to business negotiation.
3. Offer Something Different (Especially When Others Are Competing on Price)
In a crowded negotiation, the winning offer isn’t always the highest—it’s often the most creative.
If others are driving up the price, don’t join the feeding frenzy. Instead, give the seller reasons to choose you:
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Offer a faster closing date
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Let them keep a sentimental item
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Volunteer to help with asset liquidation at no charge
Make your offer memorable. Show them what they’d lose by going with someone else.
4. Keep It Friendly—Your Reputation Is Everything
A guy once told me, “When I negotiate, I’m a Grizzly Bear.” My response? “Most people avoid bears.”
Don’t be a bear. Be someone sellers want to do business with again.
A tough negotiator isn’t someone who dominates the room—it’s someone who builds trust, maintains integrity, and leaves both sides feeling like they won. Fair and friendly will get you further than aggressive and abrasive—especially in long-term business.
Let’s Review:
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Negotiate from the seller’s point of view
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Don’t be desperate—stay cool, stay in control
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Offer more than money—get creative
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Be fair, be friendly, be someone they recommend
Book Ross Shafer to Speak at Your Next Event
Want to sharpen your team’s negotiation skills and boost your business outcomes? Book Ross Shafer, leadership strategist and Emmy-winning keynote speaker, to deliver proven insights and humor-infused guidance at your next event.
Whether you’re hosting a corporate retreat, business conference, or leadership summit, Ross will inspire your team with practical tools to become confident, persuasive negotiators.