Leverage: Negotiate Anything

Most people take the first number. You don't have to. Leverage sits you across the table from someone who wants your money. A recruiter with a lowball base. A car salesman who has "already talked to his manager." A listing agent hinting there's a lot of interest. You get six moves and a fuse that's already lit. READ THE PERSON, NOT JUST THE PRICE Every counterpart plays differently. The Friendly One wants you to like them and folds to warmth. The Lowballer opens insultingly low and waits for you to fill the silence. Learn the tell, then use it. SIX MOVES. SPEND THEM WELL. Ask a question. Label what you're seeing. Go silent. Flinch. Ask for a perk instead of a discount. Or stand up and walk. Patience runs out, and every move costs you something. A COACH IN YOUR EAR, TURN BY TURN Live reads on what the moment is worth: when they're primed, when to counter, and when you're about to leave…