Reading time: 3 minutes

Being in a small to medium sized business means you will be negotiating with a wide range of people – from individual customers to multinational corporations.

These are a few golden rules of negotiating which will help you close the best deal, no matter who you are dealing with.

Don’t negotiate unless you need to

When selling – sell to the value, sell to the problem and sell to the money.  If you don’t need to negotiate, then don’t.

Build a rationale which focuses on the other side

You need to fully understand the interests and perspective of the other side to truly succeed in a negotiation.  You should frame your offers in terms of how the deal will be of benefit to them, not just because it’s what you want.  The more value the other side can see in the offer you are making, the more likely they will be to take it!

Look for mutually beneficial gains

Related to the above point – creative negotiation can lead to win-wins if you come up with some great solutions.  Not every deal needs to have a winner and a loser.

Give multiple options

Offer alternatives, think about giving at least three different options or ways of doing things which all achieve the same goal.


It’s important to have confidence in the facts and yourself – don’t worry if you’re dealing with a big player, you need to be confident if you’re going to persuade them.


You need to have a bit of swagger if you want to persuade!

Make compelling arguments

Use story-telling and emotion if you have to, don’t just rely on the facts or data.

Don’t accept the first offer

There’s always a better offer, not necessarily with money – but a better deal.  Don’t make the first offer if you can avoid it, play your cards close to your chest to gauge expectations and use all of the tips in this article to get the best possible outcome.


Negotiations in business don’t need to turn into a bartering war reminiscent of a fight for the price on a pair of sunglasses in Thailand.  Every party, no matter how big or small, wants to get value out of a business deal and with a little bit of practice using these golden rules, you’ll be negotiating deals with ease. For advice from a business lawyer, contact LegalVision on 1300 544 755.


How Franchisors Can Avoid Misleading and Deceptive Conduct

Wednesday 18 May | 11:00 - 11:45am

Ensure your franchise is not accused of misleading and deceptive conduct. Register for our free webinar today.
Register Now

New Kid on the Blockchain: Understanding the Proposed Laws for Crypto, NFT and Blockchain Projects

Wednesday 25 May | 10:00 - 10:45am

If you operate in the crypto space, ensure you understand the Federal Government’s proposed licensing and regulation changes. Register today for our free webinar.
Register Now

How to Expand Your Business Into a Franchise

Thursday 26 May | 11:00 - 11:45am

Drive rapid growth in your business by turning it into a franchise. To learn how, join our free webinar. Register today.
Register Now

Day in Court: What Happens When Your Business Goes to Court

Thursday 2 June | 11:00 - 11:45am

If your business is going to court, then you need to understand the process. Our free webinar will explain.
Register Now

How to Manage a Construction Dispute

Thursday 9 June | 11:00 - 11:45am

Protect your construction firm from disputes. To understand how, join our free webinar.
Register Now

Startup Financing: Venture Debt 101

Thursday 23 June | 11:00 - 11:45am

Learn how venture debt can help take your startup to the next level. Register for our free webinar today.
Register Now

About LegalVision: LegalVision is a commercial law firm that provides businesses with affordable and ongoing legal assistance through our industry-first membership.

By becoming a member, you'll have an experienced legal team ready to answer your questions, draft and review your contracts, and resolve your disputes. All the legal assistance your business needs, for a low monthly fee.

Learn more about our membership

Need Legal Help? Submit an Enquiry

If you would like to get in touch with our team and learn more about how our membership can help your business, fill out the form below.

Our Awards

  • 2020 Innovation Award 2020 Excellence in Technology & Innovation Finalist – Australasian Law Awards
  • 2020 Employer of Choice Award 2020 Employer of Choice Winner – Australasian Lawyer
  • 2020 Financial Times Award 2021 Fastest Growing Law Firm - Financial Times APAC 500
  • 2020 AFR Fast 100 List - Australian Financial Review
  • 2021 Law Firm of the Year Award 2021 Law Firm of the Year - Australasian Law Awards
  • 2019 Most Innovative Firm - Australasian Lawyer