I don‘t know if it’s tacky or melodramatic to call negotiation an “art”, but that's probably one of the better ways to categorize it. While you can lean on certain tried-and-true methods when negotiating, it still requires a lot of touch and finesse — and as with any other art, going outside the box can be the best course of action from time to time.
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But what can “outside the box” look like in this context? Well, reader, we were wondering the same thing going into this post. That's why we tapped some experts to see if they had some unconventional negotiation tactics that have worked for them.
Take a look at what they came up with!
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6 Unconventional Negotiation Tactics
1. Act like the deal is already done.
Marcin Pienkowski, Head of Salesforce at Think Beyond, says, "I've sat through enough negotiations to spot how over-explaining kills deals faster than a bad offer. My go-to move? I act like the deal is already done.
"Most reps default to selling-convincing, persuading, rattling off benefits. I skip that. Instead of pitching, I dive into logistics. ‘When we get this going, we’ll start with X to hit quick results.' No second-guessing, no ‘if you choose us,’ no justifications.
"That single shift transforms the conversation from a debate into a working session. The other side stops evaluating and starts picturing success. Once they do that, the sale practically closes itself.
"Nobody likes pressure, but everyone loves momentum. The moment they switch from asking about price to asking about execution, I know we‘re there. And if they pause? I don’t scramble to fill silence or overcompensate — I let them sit with it. Rushing to justify only weakens your position. Confidence tells them they're making the right call.
“And if there is one thing I've learned, it's that negotiation isn't about convincing. When I act like the decision's already made, the other side starts feeling that way too. It's not magic. It's...