Don’t Reveal Information First

This one is a straightforward tool and works in every kind of negotiation. In fact, it’s a crucial condition in game theory. This hack is so simple that you probably already know it, and you might even be practicing it without realizing how powerful it is. We all recognize that information is powerful, but what’s even more potent is the timing of that information. (Chronology samajhiye!)

I once attended a meeting where we were negotiating a marketing deal with a bigger brand. Just before my boss and I were about to enter the meeting room, he told me, “Don’t reveal any information until they’ve spitted everything from their end.” I followed his advice and thought about it throughout the meeting. To my surprise, we came out of the meeting with more than we initially expected.

In negotiations, if you disclose a lot of unsolicited information upfront, it can become a liability. The other party gains insights that can help them make better decisions. For example, if you’re buying a secondhand car, let the seller talk about the car for the first half-hour and provide limited information from your side if asked. You’ll learn valuable details about the car, which you can use to your advantage. Once, a car seller mentioned that the car had been on 12–15 long drives and was still in good condition. I used this information to negotiate a lower price by pointing out that frequent long trips can shorten the engine’s life.

In addition to asking the right questions, refraining from revealing too much on your side can be the superpower you need in a negotiation. Give it a try.