Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

Gitomer Negotiation Guidelines that produce success…

1. The other guy wants to make a deal.

2. You’re usually not that far apart.

3. Price knockers are usually a constant source of problems after the fact.

4. Don’t use take it or leave it tactics.

5. Be cool. But maintain focus.

6. Take a break. Just take time to chill-out

7. Be theatrical if needed – making imaginary calls to (boss, manager, lawyers, accountants and partners are commonplace in negotiating).

8. Women negotiating against men…use your femininity, men love it. Learn about football and basketball, men love it — even if you hate it. Use humor, men love it. You have the advantage.

9. Know the five warning signs to walk away

  • deal changes completely
  • lawyer enters who has not been there before
  • you catch the other person in a lie
  • it gets down to personal insults
  • your gut instinct tells you “no deal”
  • 10. Let the other guy think he or she is winning.

    10.5 The sun will come up tomorrow.

    Elvis has been dead for over 30 years.
    It’s not the end of the earth — it’s just a sale.
    No big deal.