Back in business school, Rachel Greenberg earned the nickname "Rachel the Ruthless Negotiator." She took pride in winning every debate, securing favorable deals, and shutting down counterarguments. She carried these tactics into Wall Street and her early entrepreneurial ventures.

However, Rachel soon realized that being "ruthless" wasn’t a badge of honor-it was limiting. Her early startups struggled, and her Wall Street career ended sooner than expected. The real lesson? Negotiation isn’t about domination; it’s about understanding psychology, building trust, and navigating human behavior.

Rachel highlights 7 psychological strategies that entrepreneurs can use to negotiate effectively:

1. Listen more than you speak.

2. Understand the other person’s motivations.

3. Reframe objections as opportunities.

4. Use pauses to your advantage.

5. Anchor your terms subtly.

6. Appeal to shared goals.

7. Know when to walk away gracefully.

Mastering these tactics helps entrepreneurs avoid conflict, close better deals, and maintain strong relationships-proving that smart negotiation is more about empathy than aggression.