How to Bargain and Negotiate To Land a Better Deal

Observing the environment and salesperson before negotiating allows you to match their body language and attitude, which signals that you want to make a deal and share the same mindset.

• Browse naturally by saying 'I'm just looking' in stores • Observe the salesperson's energy level—whether they are high-energy or calm and demure • This works for cars, houses, and retail shopping

You don't need to stake out the place in advance; simply give yourself enough time to browse the products and observe the salesperson while you're there.

Matching their energy and body language before negotiation begins creates a foundation for a good negotiation by showing alignment.

Proxemics is the fancy term for where our bodies are positioned in relation to each other, and it's an easy way to tell someone if you agree with them.

• Start negotiations with your body leaned in toward the other person to show engagement and willingness to make a deal • When they say something you dislike—like an unfavorable price or feature—subtly lean your body back • They'll subconsciously recognize the signal and may renegotiate without you saying a word

If you're in a sales or legal position and a client suddenly sits back, recognize that something you said made them uncomfortable; pause and ask if something is wrong rather than pushing forward.

Using body language to negotiate avoids the awkwardness of directly asking for a lower price and allows the other person to negotiate with themselves.

When you move your hand in a circular motion up and down, people automatically start to nod their head in agreement, similar to a subconscious response like a dog.

• Works particularly well when speaking in front of groups or audiences • Highly effective with young children when presenting choices • Can be used in casual conversations to encourage agreement

Raising your hand casually sends a non-verbal queue ingrained in us since grade school when teachers use it to get attention; this works to settle crowds or gain focus.

Saying 'over here' and 'over here' while gesturing causes people to physically move with you and follow your spatial directions.

• Walking away causes panic in the other person, who fears being abandoned • As you physically walk away, they often call out and offer to accept your deal or lower their price • You can either truly walk away or simply say you need a few days to think about it—both create the same pressure

Use this tactic on any purchase from shoes to house contracts to car deals; the psychological effect is consistent across transaction types.

Don't hold the object you want while negotiating; instead place it on the table between you and the seller so you make clearer, less emotionally biased decisions.

• Protects you from emotional bias when deciding on the item's value • Signals to the seller that the item is not already yours, making them more open to negotiation