Let’s be real — negotiation sounds like a big, scary word. For many people, it brings to mind boardrooms, suits, and long awkward silences.
But in truth? We all negotiate everyday.
Whether you are asking for a better price from a vendor, closing a business deal, or just deciding where to eat dinner with friends — negotiation is happening.
The key, especially in business, isn’t just to win. It’s to win without burning bridges.
So, what is good negotiation?
Good negotiation is not about being aggressive, dominating, or pushing someone into a corner. That’s the fastest way to break trust — and relationships.
Instead, it’s about finding a win-win. A space where both sides walk away feeling like they’ve gained something.
And believe me, that is where the real magic happens.
Here’s what I’ve learned about negotiation as a CEO:
Over the years, I’ve sat through all kinds of deals — from startup struggles to major contracts. And while every negotiation is different, a few truths stay the same.
1. Know What You Want (and What You Can Flex On)
Before you walk into any negotiation, be super clear on:
- What’s non-negotiable?
- What’s nice to have?
- What are you okay letting go?
If you don’t know your priorities, you’ll either give too much away — or stand too rigid and lose the deal altogether.
Preparation is your secret weapon. It gives you confidence and clarity.
2. Don’t Make It a Battle
One thing I always tell my team: a negotiation isn’t a war. You’re not there to “defeat” the other person. You’re there to build something together.
Approach it like a conversation. Listen. Ask questions. Understand their pain points, their priorities.
Sometimes just showing empathy can shift the entire tone.
People don’t like to feel like they’re being sold or manipulated. But they do like being heard.
3. Build Relationships, Not Just Deals
I’ve won negotiations by simply being human.
Checking in, talking openly, even cracking a joke here and there. When people feel comfortable, they’re more open. And when they trust you, they’re more willing to compromise.
Remember: a deal isn’t the end — it’s usually the beginning of a long-term working relationship. So start off on the right foot.
4. Don’t Just Talk — Listen
Most people go into a negotiation too focused on what they want to say. But real power? It comes from listening.
Let the other side talk. Let them explain. Often, they’ll tell you exactly what they care about — and what they don’t. That’s your window.
Once you understand what matters most to them, you can tailor your offer to make it a win for both sides.
5. Be Honest About Limitations
This is something a lot of people are afraid to do — but it works.
If your budget is tight, say it. If your timelines are fixed, explain why. Transparency builds trust. And more often than not, the other person will respect it and try to meet you halfway.
Pretending to have more flexibility than you do? That’s what leads to tension later on.
6. Don’t Fear the Pause
Silence can be powerful. After you’ve made your point — pause.
Give the other person a moment to think. Don’t rush to fill every gap.
I’ve seen so many deals tip in my favor because I gave the other side space to process and respond. Confidence often shows up as calmness, not loudness.
7. Know When to Walk Away (And Do It Gracefully)
Not every deal is meant to happen — and that’s okay.
If something doesn’t align with your values, goals, or limits — it’s better to step back politely than force a fit.
But never burn a bridge. Always thank them for their time. Keep the door open. Because you never know when paths might cross again under better circumstances.
8. Follow Up Like a Pro
Once you’ve reached an agreement, recap it clearly. Put it in writing. Send a thank-you note or message.
This not only confirms what was agreed but also shows professionalism — and keeps the relationship strong.
A good follow-up can turn a one-time deal into long-term trust.
Final Thoughts
Over the years, I’ve come to believe that negotiation is less about tactics and more about mindset.
If you walk in trying to “win,” you might succeed — but you might also lose the person sitting across the table.
But if you walk in trying to create something valuable for both sides, you don’t just win deals — you build something lasting.
As someone who started small and now leads multiple teams and ventures, I’ve learned that people remember how you made them feel — not just what they got from you. A deal done with grace, honesty, and respect stays with people. And that’s what builds great businesses.
Thanks for sticking around till the end. I’m Anek Bedi, and I enjoy sharing what I’ve learned so that maybe your road’s a bit smoother. If you liked this blog, stay tuned — I’ve got more coming your way.
