Your strongest position is having a solid backup if the deal falls through.

Too many owners walk into negotiations clinging to a single option - no wonder they lose leverage.

Before you sit down, line up multiple alternatives. For example, if you’re talking to a supplier, already have competitor quotes. This boosts your confidence and gives you insight into better terms.

The less you need the deal, the stronger your position. 

Set the first figure - it frames the whole conversation.

If you’re selling, anchor high. If you’re buying, anchor low. When countering, move in small steps.

For example, if they offer £50k and you were at £30k, don’t jump straight to £40k - go to £31k or stick at £30k but adjust the terms.

Tiny moves signal strength and force the other side to stretch.

Never come with just one proposal.

Present 2–3 offers you’re happy with. This does two things:

Later, you can mix and match the best elements for an even better deal.

Example: Longer contract with a discount, or shorter contract with higher rates. Which works for you?

Break deals into pieces: price, timing, terms, scope. This creates tradeable parts.

You can give small, low-value concessions to get big, high-value ones.

Remember: people rarely balance favours by value - they just feel they “owe” you.

So if you give something minor, you can often ask for something major.

Never pitch your price as a cost - frame it as an investment.

For example, HM Consultancy isn’t a £10k invoice - it’s the strategy that unlocks £100k+ in revenue or savings.

Shifting the frame changes how the other side perceives value.