Sandra Tapia’s Business Negotiation Skills FTW

by | Aug 1, 2021 | Blog

Alright Pasadena business owners, we’re going to move aside from tax-related things today (though there will be PLENTY to talk about as Congressional plans unfold) … and circle back into the nitty-gritty of how business works and share with you some business negotiation skills we’ve learned over the years.

I write about this stuff because I don’t see a business relationship as merely transactional; we’re here to serve and advise Harris County business owners in a variety of situations.

Occasionally, we’re pulled on to work through business valuations, M&A transactions, etc. These are inherently complicated situations, of course … and they’re also inherently adversarial.

It sure would be nice if business deals like these could always be amicable, and like playing pattycake … but sometimes business negotiation skills require that you strap on the armor and battle a little. And not just when it comes to buying or selling a business — this adversarial dance comes into play a great deal in the course of a business day.

In which case, I have thoughts for you today…

Sandra Tapia’s Business Negotiation Skills FTW
“Discussion is an exchange of knowledge; an argument an exchange of ignorance.” – Robert Quillen

No matter what industry you’re in, or how far you go in your career, the ability to effectively negotiate can make the difference between success and mediocrity.

Whether it’s a multimillion-dollar contract, a job offer, or a luncheon, here are some trenches-tested business negotiation skills that will bring you or any other Harris County business owner closer to your ideal outcome:

• Know what you want in advance. Don’t go to the table without a clear, realistic idea of what you want to achieve. It will help you negotiate with confidence.

Ask for what you want. Don’t be afraid to make the first offer. You’ll set the tone for the discussion, and studies (and my experience) suggest that the negotiator who goes first usually comes closer to getting what he or she wants.

• Understand what your partner wants. A successful negotiation should satisfy both sides. Instead of trying to crush your competition, find out what he or she hopes to get, and try to work together toward a solution that works for you both.

• Don’t concede unilaterally. Usually, one side or the other has to give something up. If you do that, be sure to get a comparable concession from the other person. Giving away something for nothing will be taken as a weakness to be exploited.

• Don’t rush. Time can be your friend if you’re willing to wait for the right deal. If the other side senses a deadline, he or she may be motivated to hold out until the last minute or try to force you into accepting unreasonable terms. Be patient and let the time pressure work against your partner.

• Be ready to walk away. This can take a certain amount of courage, but it’s necessary to avoid being backed into an agreement you don’t want. If possible, keep an ally in reserve–someone with the power to approve or reject the deal. This can give you an out if you need to turn down a deal or motivate the other side to provide you with a better offer.

If you’re a Pasadena business owner getting into negotiations and want a little more of our wisdom to help you brush up on your business negotiation skills, let’s chat about it:


To getting things done,

Sandra Tapia
(832) 672-7530
Sandra Tapia, CPA, PLLC


Let Us Help:


Hiring a Consultant for Your Pasadena Business

Hiring a Consultant for Your Pasadena Business

Remembering and honoring Martin Luther King this week has me thinking once again about being a voice. It’s hard not to get inspired listening to the iconic words of the famous I Have a Dream speech (if you’ve never listened to the entire speech, it’s worth...

Mastering Your Pasadena Business Phone Answering

Mastering Your Pasadena Business Phone Answering

How is your year starting out? We’re into week 2 of 2023 … would love to hear back from you on what are the challenges you’re facing in your Pasadena business finances right now.Relatedly, what are your customer service goals for this year?One customer relations tool...

Accepting Crypto Payments in Your Pasadena Business

Accepting Crypto Payments in Your Pasadena Business

First of all, congratulations on making it through 2022. Pat on the back for sticking with it through the very real ups and the challenging lows. Many of our Pasadena clients went through the wringer … others had their best year yet.From a personal standpoint, I think...

Federal Spending Impact on Pasadena Businesses

Federal Spending Impact on Pasadena Businesses

I don’t know about you, but after the holidays (and I hope yours were filled with good things and happy times with loved ones), I’m always a bit tapped out on the spending. But in true governmental fashion, Uncle Sam is piling it on. Seems like Congress missed...

Succession Planning Strategy For Pasadena Business Owners

Succession Planning Strategy For Pasadena Business Owners

The 2022 clock is almost at midnight.An end to a still somewhat crazy year — “the crazy” seems like our new normal, post-2020, am I right? There were a lot of challenges this year and they were … exhausting. Keeping up with the changes and adjusting to the economic...