6 Proven Negotiation Frameworks

Your BATNA is your backup plan — what you'll do if this negotiation fails. Knowing it gives you power and a clear walk-away point. The side with the stronger BATNA almost always gets a better deal.

Use this to set your minimum threshold. Before any negotiation, ask yourself: 'If this falls through, what will I do?' A strong BATNA lets you walk away confidently.

"I've received another offer at $90K. I'd genuinely prefer to stay here, but I need compensation to reflect my market value. Can we get to $87K?"

The first number in a negotiation acts as an anchor — everything else is measured against it. By opening high (or low, for buyers), you shift the final settlement in your favor.

Use when you're making the first offer. Research suggests the first number has a disproportionate impact on final outcomes — even when both parties know it's aggressive.

"Based on my experience and market research, I'm looking at $115,000 for this role." (Even if you'd accept $95K.)

After you state your number or receive an offer, say nothing. Let silence do the work. Most people are uncomfortable with silence and will immediately start filling it — often by improving their offer.

Use immediately after naming your price or after receiving an offer you want to improve. Works in person, on calls, and even in email (delayed reply).

"My rate for this project is $8,500." [Long pause. Say nothing. Let them respond.]

When the other party names their price or makes an offer, react with visible (but controlled) surprise — a sharp intake of breath, a wince, a raised eyebrow. This signals that their number is far off and creates an immediate urge to justify or improve it.

Use in person or on video calls when you hear a number that's lower than expected. The flinch happens before words.

Landlord: "We're going to need $2,600/month." You: [pause, wince] "...Wow. That's really a lot higher than the market around here."

Reference a decision-maker who isn't in the room as the reason you can't go higher (or lower). This lets you maintain the relationship while blaming the constraint on a third party.

Use when you've reached your target but want to soften the "no" or need an excuse not to go further. Also used by dealers and managers — recognize it when it's used on you.

"I love this and I'd say yes right now, but my business partner is going to push back if we go over $7,500. I need something I can bring back to them."

After both parties have agreed on the main terms, ask for one small extra. People are psychologically invested in closing the deal and will often grant a small concession to avoid starting over.

Use at the very end, after terms are agreed but before signing. The smaller the ask relative to the deal size, the more effective the nibble.

"Great, we have a deal! One thing — could you throw in the winter floor mats? I saw they're usually $200, and it would make me feel really good about everything."