Over the years, I’ve realized that getting the best deal isn’t just about numbers…
It’s about reading people and knowing when to push, when to pause, and when to just listen. In my experience, being authentic (even when the stakes are high) builds trust and often leads to better outcomes for everyone.
One thing that’s helped me is paying close attention to body language and tone especially now, when so many negotiations happen over video calls. Sometimes, a pause or a simple “What’s most important to you in this deal?” can reveal a lot more than hard bargaining ever could.
How do you read the room whether it’s in person or virtual? Any tips for spotting when someone’s ready to move or holding back? Would love to hear your go-to strategies or stories from the trenches!
I try to look for clusters of signals rather than just one cue. For example, if someone’s leaning back, crossing their arms, and avoiding eye contact, that’s a pretty clear sign they’re not ready to move forward.
But if it’s just one gesture, I don’t jump to conclusions, context matters! Over video, I keep an eye out for inconsistent facial expressions or nervous habits, which can mean someone’s not fully on board.
I always follow up with clarifying questions, like, “Is there a part of the deal you’re not comfortable with?” That usually brings any concerns to the surface.
That’s a great approach reading body language in clusters really helps avoid misreads. And asking direct but open questions like that is such a good way to surface hesitations early.