Learn How to Deal: Owen’s Top Five Negotiation Tips

Everything I've built has been negotiated into existence. Contracts, salaries, partnerships, sales — the table changes, but the game doesn't. People treat negotiation as some dark art. It isn't. It's part science, part reading the room, and mostly preparation. These are the five rules I follow every time I sit down to do a deal, plus a bonus one that most people skip.

Tip #1: Always deal in facts

At the table, knowledge is power — it's that simple. Before I walk in, I want to know every single fact related to the deal. That means doing the homework properly and knowing the product or service inside and out.

Clear, factual information does two things at once. It strengthens your position, and it builds trust with the other side. People notice preparation. They notice integrity. Both make the negotiation easier, not harder.

Tip #2: Remove all emotion

Deals get tense. That's normal. The job is to stay calm and composed anyway — take emotion out of the equation entirely. When someone across the table says "the price is too high!", that's not an insult. Don't take it personally, don't react. Answer with facts and logic.

Emotion is how negotiations get derailed. Composure is how you stay locked on the end goal while everyone else is reacting.

Tip #3: Always go back to the value

The most effective move I know in any negotiation is to keep returning the conversation to the value on the table. People agree to terms when they understand what they're getting — not before.

So spell it out. How does this solve their problem? How does it improve their business, or their life? When the value is clear, price stops being the sticking point. When it isn't, price is all anyone talks about.

Tip #4: Understand the person before you enter the room

Preparation isn't just the numbers. It's the people. Before a negotiation, research whoever you'll be sitting across from — their professional background, what they care about, even their hobbies.

That insight lets you connect on a personal level, speak their language, and shape your approach so it actually lands. Rapport isn't a soft skill in dealmaking. It moves outcomes.

Tip #5: Be prepared to walk away

The most powerful tool in negotiation is the genuine willingness to leave. If the terms aren't right, or the other side won't meet your needs, walk. That stance says one thing loudly: you're not desperate, and you know what your position is worth.

Often, that's exactly what creates urgency on the other side — suddenly they're reconsidering, and better terms have a way of appearing. Walking away isn't losing the deal. It's proof you were in control of it.

Bonus tip: Research your competition thoroughly

Here's the one most people skip. Before the meeting, do proper research on your competitors — strengths, weaknesses, market positioning, recent moves. The other party is weighing alternatives whether they say so or not. If you know what those alternatives look like, you can highlight your advantages and answer the comparisons before they're even raised.

Knowing the competition's offerings and strategies lets you differentiate, build sharper arguments, and make the case for why your deal stands out. That intelligence does something else too: it lets you negotiate from strength and clarity instead of hope.

Final considerations

Work these five tips into how you negotiate and you'll be far better equipped to get the outcome you want. Dealmaking comes down to preparation, clear communication, and understanding the value exchange — get those right, and you can walk into any negotiation with confidence and poise.