Most people fold when sitting across from someone with power. They lower their prices, soften their stance, and agree to terms they’ll regret. They think they won because they closed a deal. But truly successful people play a different game altogether. They negotiate from strength, never weakness.
I sold my first business, a social media agency, in 2021. Negotiating the exit taught me about high stakes deals. Securing the best outcome for me meant coming at the discussions from a position of power. Otherwise, it wouldn’t have worked.
How the ultra-successful negotiate differently
They’re willing to walk
Most people negotiate from fear. The ultra-successful negotiate from power. The difference is that they are always ready to walk away. They don’t chase. They create options. When you’re not desperate for a yes, people sense it and want you more. It sounds counterintuitive but happens every time.
Walk into every situation with a willingness to leave. Watch what happens. Add standards and boundaries to your business that you refuse to compromise on. The right clients (and buyers) will rise to meet them. It won’t always work. You may reach an impasse. But that’s better than agreeing to a deal below your worth.
They say less
Silence makes most people uncomfortable. The ultra-successful weaponize it. They don’t fill silences with nervous chatter. They say the bare minimum and let the other side talk themselves into a worse position. “Whoever speaks first, loses” said Leonardo Di Caprio, portraying Jordan Belfort in the Wolf of Wall Street film. They live by that rule.
Next time you make an offer, state your terms plainly. Then wait. The discomfort feels excruciating. Keep waiting. The powerful person isn’t the one talking. Let them fill the space and reveal their position. Every word is leverage.
They frame, not fight
Successful entrepreneurs don’t argue. They reframe. They steer the conversation to their advantage by changing the lens. If someone says, “That’s expensive,” they reply, “Compared to what?” If someone questions value, they point to the outcome. They don’t push back. They redirect. It’s elegant. It’s ruthless.
Reframing questions changes the game. Practice responding to “Can you lower your price?” with “Would you prefer we remove some deliverables?” or even “We should really be charging more.” Suddenly the conversation shifts from cost to value.
They throw in coinage
Experienced negotiators never yield on price alone. They add something valuable to the deal that costs them little but holds client value. Think of it as throwing in coinage. Small extras that make the other party feel they got a win.
Successful consultants do this masterfully. They keep their prices firm but add a bonus strategy session, an extra touchpoint, or early access to new material. The client feels victorious, while the consultant protects their worth.
They stand out, not compete
Take your power back by refusing to play the same game like everyone else. Successful negotiators know that standing out makes them competition-proof. They position themselves as the only viable choice, not one option among many.
When you’ve built something unique, the conversation shifts from “what’s your best price?” to “how can we work together?” They come to you ready to buy, not prepared to haggle. Stop competing on price and start competing on uniqueness.
Regular professionals obsess about getting a good price. Ultra-successful people focus on getting what they want. Wealthy negotiators detach entirely. No outcome matters more than their time, freedom and respect. This mentality changes everything.
Negotiate like you’ve already won: how to master the art
These tactics work because they come from a place of strength. The mindset of knowing your worth so deeply that you never need to convince anyone is what sets the ultra-successful apart.
Build your own house so strong that people knock down your door to work with you. Set your terms. State them clearly. Be prepared to walk away if they’re not met. This isn’t arrogance. It’s business. Your worth isn’t up for discussion. So stop negotiating like it is.
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