How To Navigate Negotiations with Confidence

Every negotiation has pressure moments.

That instant when the client leans back, folds their arms, and says something you weren’t expecting.

Most professionals panic.

They fold.

They defend.

They discount.

But Top Performers?

They recognize those moments for what they are… an opportunity to build trust.

When handled well, pressure moments don’t just save the deal. They strengthen the relationship.

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The 5 Red Flags to Watch For

Over the years, I’ve seen five common red flags come up again and again:

1. “Just this once.”
2. Vague language.
3. Last-minute changes.
4. “Others charge less.”
5. “What’s your best price?”

Each one is designed, sometimes intentionally, sometimes not, to test your response.

And here’s the thing: your reaction in these moments matters more than the red flag itself.

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The Best Responses

Here’s how top professionals flip the script:

• Instead of “Just this once,” they say: “Let’s revisit the agreement to be sure we’re aligned.”
• When faced with vague language, they respond: “Can we specify that so we’re both clear?”
• To last-minute changes, they calmly offer: “Let’s revisit the agreement to be sure we’re aligned.”
• When told others charge less, they answer: “Let’s compare the full solutions.”
• And when pressed for their best price, they lead with: “Let’s talk about value first.”

Notice the pattern?

They don’t push back with pressure.

They shift the conversation toward clarity.

They don’t defend their position.

They deepen the relationship.

This approach keeps the conversation grounded in trust, not tension.

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Think about it: when the stakes are high, your client is watching not just what you say, but how you say it.

If you stay calm, focused, and value-driven, you show them they can count on you in bigger, tougher situations down the road.

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Final Thoughts

Pressure moments aren’t roadblocks. They’re opportunities.

Handled poorly, they damage trust.

Handled well, they build it.

So, the next time you hear:

• “What’s your best price?”
• “Others charge less.”
• Or “Just this once.”

Pause. Take a breath. And remember… this isn’t about winning an argument.

It’s about earning trust that lasts long after the deal is signed.

Which negotiation red flag do you face most often? Hit reply and let me know.

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Mo