• Principles 
    • Replacing the word “um” or “uh” with silence is the fastest way to sound more intelligent, calculated, and crisp while negotiating (or speaking, in general). You can fix this behavior over time by filming yourself on Skype calls and reviewing the footage.
    • •He or she who cares least wins. Have walk-away power and figure out your BATNA.
    • •Options are power. If you can avoid it, never negotiate with one party. Get competing offers on the table.
    • If you want to understand how to get a 7-figure advance in just a few lines, try this: understand how to explain your uniqueness; develop a compelling pitch around a single break-out concept; build and exhibit your massive network and platform; painstakingly detail your previous successes; present all of these things with an Alpha veneer of knowing that your stuff is awesome.
    • Negotiate Late — Make Others Negotiate Against Themselves: Never make a first offer when purchasing. Flinch after the first offer (“$3,000!” followed by pure silence, which uncomfortable salespeople fill by dropping the price once), let people negotiate against themselves (“Is that really the best you can offer?” elicits at least one additional drop in price), then “bracket”
    • Never attack a defender position. Always go for the flank. Make people think you are conceding in a debate.
    • He who cares less, wins. Always be willing to walk away from the deal.

      2. When you get the job offer, thank them and tell you need time to consider it among other opportunities (regardless of whether they exist).

      3. ALWAYS make them make the first offer, then ask for 15% higher. Don’t give them the baseline or expectation either. “Based on other opportunity I am looking at (social proof) I believe 15% higher is appropriate. If you can match or beat that today, I am prepared to come to an agreement (they visualize win).”

      4. Good Questions to Ask

      • 1. What’s your best out the door price?
        • 2. Can you do 10% lower than that?
        • 3. If you can reach my price, I will buy today (get them visualizing the win).
      • 4. Always have prepared your BATNA: best alternative to negotiated agreement.
        • Strategically use silence, such as when they give you an offer. Make them fill the silence thinking you aren’t impressed with the offer or some other insecurity.
      • Use market research and your long standing as a good customer to negotiate down your bill. Great for recurring bills for long term wins. “Times are tough.”
        • 2. End with open ended questions or a statement “I’m sure you can do better.”
        • 3. Deflect salary requirement questions. By saying we can figure out later but right now we’re trying to decide if this is a good fit for the both of us.
        • 4. You can work for free if the person is influential. But tell them your normal rate, and that you will do it for free under xyz conditions (3 referrals after, work for them paid, etc.)
        • 5. For paid, still create your conditions. “If I do a really good job for you, I require that you refer me to 3 other people.” (You can write the referral letter for them or help them do it how they prefer).
        • 6. Smile often to disarm and create instant connection.

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