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Ultimate Guide to Mastering Negotiation Skills for Entrepreneurs

Updated: Oct 19, 2023


Every successful entrepreneur knows the importance of effective negotiation. Our comprehensive guide is tailored for budding and established business leaders alike, aiming to sharpen their negotiation tactics. Dive deep into proven strategies, practical tips, and key principles that every entrepreneur requires to strike the best deals and foster lasting business relationships.


two people sitting and negotiating

Here are 5 ways entrepreneurs can improve their negotiation skills:


1. Reading Between the Lines

  • Probing Beyond the Ask: Every entrepreneur recognizes that negotiation isn't merely about answering demands. It's about diving into the deep end, finding out the motivations and true stories behind those requests. When you uncover these narratives, you're not just meeting a demand—you're meeting a need.

  • Innovative Problem Solving: Once you grasp the genuine concerns and mutual objectives, the negotiation game changes. It becomes about crafting solutions that genuinely serve all parties, turning standard talks into fruitful dialogues.

  • Building Trust & Depth in Collaborations: Closing a deal is just the beginning. The real deal is understanding the essence of what each party seeks. This deeper connection is the foundation of trust and enduring business relationships.

2. Letting the Silence Do the Talking in Negotiations

  • Strategic Pauses: You've dropped a crucial point in the conversation. Now? Just breathe. Let the moment hang. Give it a chance to settle, and let that silence amplify your statement. It's more impactful than you think.

  • Prompting More without Saying More: Ever noticed when you stop talking, others start? That silence can nudge your counterpart into revealing more than they intended or make them reconsider their stance. It's like turning up the volume without pressing a button.

  • Listening to the Unsaid: Those silent stretches aren't just empty space. Use them. Lean into them. They're gold mines for understanding nuances and gaining the upper hand. When words fall away, the real insights often come to the surface.

3. The Magic of Making Them Feel Like the Genius

  • Entrepreneurial Insight: It's not always about having the best idea, but sometimes about making others see the brilliance in it. When they feel the idea was partly theirs, they're not just on board; they're leading the charge.

  • Teamwork Makes the Dream Work: In entrepreneurship, collaboration is key. Making propositions seem like a joint effort means less pushback and more forward momentum. It's about sharing the spotlight and watching ideas shine brighter.

  • The Takeaway? Let them have a slice of the credit, and watch how much smoother the path becomes. In the dynamic world of startups and business, ensuring everyone feels involved can be the difference between hurdles and a clear runway.

4. Strengthening Your Argument: The Role of Visual Aids

  • The Power of Visuals: Negotiations often involve complex topics. Using visual aids like diagrams, charts, and flowcharts can transform these complexities into accessible and easy-to-grasp information. By presenting data visually, you enhance comprehension, making your propositions clearer and more compelling.

  • Why Entrepreneurs Should Care: Startups and businesses frequently introduce new concepts or challenge established norms. Visual aids act as a universal language, helping bridge communication gaps and presenting innovative ideas in digestible formats. It's not just about showing data, but about illustrating the story and value behind it.

  • The Result: Including effective visual elements in your negotiations can lead to quicker understanding, reduced misinterpretations, and a more favorable reception of your proposals. In essence, if you can show it clearly, you're more likely to win support for it.

5. Why 'When' Matters as Much as 'What' in Successful Negotiations

  • Time as a Catalyst: While we invest deeply in refining our negotiation content – be it through data, compelling arguments, or persuasive tactics – the timing of the delivery often holds equal, if not more, sway. A well-timed pitch can make your content resonate profoundly with your audience.

  • Tuning into the Biological Clock: Each individual operates on a unique circadian rhythm, which affects their alertness, mood, and receptivity. By discerning your counterpart's most productive and receptive hours, you elevate the chances of your negotiations being more fruitful.

  • The Science of Scheduling: Studies suggest that people are generally more open to new ideas and discussions post-lunch, having had a break to refresh and refuel. Similarly, as the week draws to a close, individuals tend to be more reflective, making late-week meetings potentially more productive. Strategically aligning your pitch to these time slots can significantly enhance receptivity and promote constructive dialogue.

  • Playing the Long Game: In prolonged negotiations, consider spreading critical points across optimal intervals. This approach ensures that vital details are addressed when both parties are at their most receptive, leading to better understanding and agreement.


Negotiation isn't just about the 'what', but also the 'how' and 'when'. Dive deep into your counterpart's motivations, use silence strategically, make them part of the solution, show instead of just telling with visuals, and always play to the timing. Nail these, and you're on your way to winning negotiations every time.


Interested in entrepreneurship? Explore our website to learn more about KES and discover a range of topics all about entrepreneurship. Alternatively, visit our LinkedIn for a shorter version of this blog post!

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