Negotiation is a daily reality in the trades. Whether you're pricing a job, dealing with suppliers, managing subcontractors, or handling tough client requests, your ability to negotiate directly impacts your profitability, efficiency, and sanity.
But negotiation in the trades isn’t about bluffing or playing hardball—it’s about understanding human psychology, controlling the conversation, and creating leverage.
Chris Voss, a former FBI hostage negotiator and author of Never Split the Difference, teaches negotiation strategies that apply just as well to running a trades business as they do to saving hostages.
His core principle? Don’t compromise—win by steering the conversation in your favor.
Let’s break down the most powerful negotiation tactics you can start using today.
1. Tactical Empathy: Get Inside Their Head
People want to feel understood before they’re willing to work with you. Tactical empathy means recognizing and verbalizing their emotions—not agreeing with them, but acknowledging them.
How to use it in the trades:
A client pushes back on your estimate. Instead of arguing, say:
“I understand that price is a big concern for you. You want to make sure you're getting the best value for your money.”
This lowers their defenses and makes them more willing to listen.
A supplier won’t budge on pricing. Instead of demanding a discount, say:
“I get that margins are tight, and you have a business to run too.”
Now you’re seen as an ally, not an opponent—making them more open to finding a solution.
When people feel heard, they stop fighting you and start working with you.
2. Mirroring: Get Them to Reveal More Without Pushing
Mirroring is repeating the last few words the other person says, with a slight questioning tone. This subtle trick gets them to expand on their point—without realizing it.
Example with a supplier:
Supplier: “We can’t lower the price any further.”
You: “You can’t lower the price any further?”
(Then stay silent.)
Supplier: “Well… we might be able to adjust if you increase volume.”
By simply mirroring, you encourage them to keep talking, and suddenly, their “final price” isn’t so final.
This works with clients too. If they say, “Your price is too high,” just mirror:
“Too high?” (Pause.)
They’ll usually elaborate, giving you insight into their budget or concerns—which you can then address.
3. The No Strategy: Give Them Control While Guiding the Conversation
Most people hate being pushed into saying “yes.” Instead, asking a question that invites a “no” makes them feel in control—while still moving the conversation forward.
Example with a client:
Instead of asking, “Does that price work for you?” (which pressures them), ask:
“Would it be impossible to move forward at this price?”
“Is it a bad idea to get this wrapped up today?”
This makes the client feel like they’re making the decision, rather than being sold to.
4. Labeling: Defuse Tension in Tough Conversations
When negotiations get tense, labeling helps de-escalate emotions by acknowledging them out loud.
Example with a subcontractor who’s unhappy with payment terms:
- “It sounds like you feel like you’re taking on too much risk.”
- “It seems like you’re frustrated with how payments are structured.”
By calling out their emotions, you help them feel heard—without agreeing or conceding. This shifts the conversation from conflict to problem-solving.
Labeling works great when a client is skeptical about price too:
“It seems like you’re worried about overpaying for this project.”
Now that their concern is out in the open, you can address it—before they start arguing about it.
5. The Accusation Audit: Handle Objections Before They Come Up
Before someone pushes back, call out their concerns first. This neutralizes objections and keeps you in control.
Example before presenting a price increase:
“You’re probably thinking we’re just trying to squeeze more money out of this job.”
Or,
“I know this isn’t what you expected, and it might feel frustrating.”
By stating their concern before they do, you take the wind out of their sails. Now they don’t have to argue against you—they can only respond.
This works with suppliers too. If you need better payment terms, say:
"You might think we’re asking for too much flexibility, but here’s why it benefits both of us.”
Now, instead of resisting, they’re listening.
Final Thoughts: Negotiate Like a Pro in the Trades
Every conversation in business is a negotiation. Whether you’re pricing a job, dealing with suppliers, managing employees, or handling difficult clients, how you communicate determines your profitability and efficiency.
Instead of arguing over price or caving under pressure, use tactical empathy, mirroring, smart questioning, and labeling to steer conversations in your favor. And remember: Never split the difference. Win the deal on your terms.
If you are hungry for even deeper negotiation training, take a look at Voss's company, [u]The Black Swan Group[/u]. You'll be able to find more resources to learn from and even attend negotiation mastery summits. And of course, read his book, Never Split the Difference.