05/06/2026
People think great negotiators talk the most.
They don’t.
The best ones listen longer than feels comfortable.
A few years ago, I was close to losing a deal I’d spent months working on.
Everything looked right on paper.
The numbers worked.
The timing worked.
The opportunity made sense.
But something felt off in the room.
So instead of pushing harder, I stopped selling.
I asked one question:
“What’s the part of this deal that still doesn’t sit right with you?”
That changed everything.
The issue had nothing to do with money.
It was trust.
The other side didn’t feel heard.
They felt rushed.
And rushed people protect themselves.
That deal taught me something I still use in every negotiation now:
People rarely say no because of logic.
They say no because something feels unsafe, unclear, or forced.
Since then, I’ve approached negotiations differently:
1. Slow the room down
↳ Pressure creates resistance
2. Listen for what isn’t being said
↳ The real objection usually shows up between the lines
3. Don’t defend too quickly
↳ Most people want understanding before solutions
4. Clarity closes faster than persuasion
↳ Confused people delay decisions
5. Long-term trust beats short-term wins
↳ One forced deal costs more than one missed deal
Funny thing is…
The deal still closed.
Not because I pushed harder.
Because I stopped trying to win the conversation.
And started trying to understand the person.
What’s the most important negotiation lesson you’v
