糖心Vlog

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.

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!

6 Unconventional Negotiation Tactics

1. Act like the deal is already done.

, Head of Salesforce at , 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 just human nature.”

2. Flip the script on urgency.

, CEO of , says, "Most negotiations involve one side trying to pressure the other with deadlines or scarcity. Instead, I take a counterintuitive approach by acting like I have all the time in the world.

If someone says, ‘We need an answer today,’ I'll respond with something like, ‘If that’s the case, this probably isn‘t the right fit for us.’ That power shift can make them rethink their position and even adjust their terms to keep the conversation going.

3. Encourage prospects to articulate concerns, and consider the “Five Whys” technique.

, Operations Director (Sales & Team Development) at , says, "Encouraging prospects to articulate their main concerns and challenges often shifts the dynamic in negotiations. Instead of leading with the features of a product or service, dive into an exploration of the client's specific situation.

"Create space for them to express the pain points they might not have consciously recognized before the conversation. This understanding not only keeps the discussion relevant but also builds stronger rapport by demonstrating genuine interest in their operations and needs.

"Consider the ‘Five Whys’ technique. When a prospect mentions an issue, ask why it‘s a problem for them. Once they answer, follow up with another ’why' related to their response. Continue this process until you uncover the root cause of their issue.

“This method leads prospects to realize the deeper challenges they face, and it naturally guides them toward considering your solution as not just beneficial but essential. This approach helps pinpoint how your offering directly aligns with their most pressing needs.”

4. Deeply understand the buyer personas involved and tailor communication accordingly.

, VP of Business Development at , says, "In sales and business, unconventional negotiation tactics can make a big difference. One technique I've found effective is to deeply understand the buyer personas involved — methodical, competitive, humanistic, or spontaneous.

“Addressing each type with custom communication helps in overcoming their objections. For instance, I engaged a methodical buyer by providing comprehensive technical documentation upfront, resulting in a quicker, more confident decision-making process.”

5. Leverage social proof.

, CEO & CMO of , says, "One of the most effective ways I‘ve found to strengthen my position in negotiations is by leveraging social proof. People are naturally hesitant to take risks, especially when making significant commitments. But they’re also wired to look at what others are doing as a way to validate their own decisions.

"When I reference real-world examples of success, whether it‘s a past client, a similar business, or an industry leader who benefited from what I’m offering, it instantly makes my proposal feel safer and more credible. Rather than positioning myself as someone trying to ‘sell’ an idea, I present it as something that has already been validated by others.

"I'll say something like, ‘I recently worked with someone in a similar position, and here’s what they found valuable…' This simple statement removes pressure and reframes the conversation. Instead of making the person across the table feel like they're being persuaded into something uncertain, it shifts their perspective to: ‘If this worked for them, it could work for me too.’

“This eliminates doubt and makes the decision feel like a logical choice rather than a risky gamble. However, the key here is authenticity, I never bluff or use vague generalizations. Every example I share is real, relevant, and tailored to their concerns.”

6. Use strategic silence and mirroring.

, Business Development Manager at , says, "One method is the strategic use of silence. Remaining quiet after an unreasonable offer creates discomfort, prompting the other party to revise their position or provide more information. Similarly, mirroring-repeating the last few words of their statement encourages further elaboration and builds connection.

I mentioned it at the top of this post, but I'll say it again, negotiation is an art (tacky and/or melodramatic as that sounds) — and sometimes, being an artist means going against the grain a bit.

Some of the most effective negotiation tactics are ones you don‘t see everyday. Hopefully, what our experts listed here will help you diversify your negotiation game and see the constructive, beneficial outcomes you’re looking for.