How to Negotiate like Harvey Specter: 6 Tips from the Smooth-Talking Lawyer

Introduction

"Negotiation" as a skill is so often overlooked. Harvard found that studying negotiation leads to on average 6-42% better outcomes. Same as in the world of Harvey Specter, every deal is ripe for the taking. He navigates high-stakes talks with a rare mix of boldness, wit, and instinct that consistently wins the day. Without the right strategies, critical conversations can easily slip off the rails. Harvey Specter makes brokering the perfect deal look easy—but for the rest of us, it takes work. If you’re tired of leaving talks feeling like you got played, this article will teach you how to negotiate like a pro. Model yourself after Specter as we break down his top 6 negotiation moves, perfected over years of high-stakes lawyering. You’ll walk away ready to advocate for yourself and get what you want.

1. Keep your cards close to your chest

In negotiations, keeping your cards close to your chest gives you immense leverage. Harvey Specter understood this better than anyone, staying poker-faced during tense talks and rarely tipping his hand. "Coinage" is the term for something of little cost to you but immense value to the other party. As an expert negotiator, Specter hoarded his coinage, only deploying it at the perfect moment to extract concessions.

For example, if Specter knew the budget limit of the opposing side early on, he would keep this knowledge in his back pocket. Revealing his awareness of the other party's constraints too soon would relinquish an advantage. Like a masterful poker player, Specter knew that success comes not from showing your cards, but from playing them right. By keeping his coins concealed and his tells minimal, Specter could then strategically leverage this intel at the optimal time to get exactly what he wanted. So take a page from the smooth-talking lawyer's book - keep your own budget limitations, motivations and intel guarded in negotiation. Your hidden coinage is often your greatest asset.

Information is power in negotiation, but only when played close to the vest. As Harvey Specter demonstrated, revealing your hand too soon squanders your advantage. Like an expert poker player, a skilled negotiator knows precisely when to deploy every coin for maximum impact. Don't expose your budget limits, motivations, or other intel prematurely. Keeping your cards concealed preserves their value and your leverage. Tight-lipped negotiation wins the day.

2. You always have more bargaining power than you think

In any negotiation, you have more leverage than you realize if you understand basic human needs. As Tony Robbins outlined, people seek certainty, variety, feeling significant, love, personal growth and opportunities for giving. Appealing to these core needs gives you immense bargaining power.

For example, a skilled hostage negotiator will identify and activate the captor's underlying motivations. By tapping into the captor's need for significance or giving, the negotiator gains leverage to peacefully end the standoff. Like the hostage negotiator, with emotional intelligence you can uncover what truly drives the other party. Then make your proposals appeal to their core human needs. You'll be surprised how much bargaining power you gain.

But human needs are not the only source of leverage. There are many other forms of bargaining power you likely possess without realizing it. Niche market expertise, flexibility, control of scarce resources, networking connections, privileged intel ("coinage") and reputation can all strengthen your hand at the negotiation table. The list doesn't stop there - get creative and find your unique bargaining chips. Remember, you have more leverage than you think. Use these hidden sources of power to gain the upper hand.

3. "I'm against having emotions, not using them"

The skilled negotiator understands that emotion, when properly harnessed, can be converted into power. Harvey Specter famously rejects letting emotions rule him, yet he knows how to skillfully deploy them as negotiation tactics. Although rejecting emotions completely may not be healthy, there is strategic wisdom in Specter’s approach. Emotions play a crucial role in negotiation situations. You must adapt your tactics based on the behaviors of individuals you face across the table.

With emotionally-driven negotiators, engage with their passion. Let them vent and be heard. This establishes trust and uncovers their true motivations, giving you invaluable coinage. With tough, aggressive personalities, use emotional questions to create perspective and empathy. Ask things like “How would you feel in a similar situation?” or “How would this impact people counting on you?”. Carefully chosen sentimental appeals can soften even the most stubborn negotiator.

Lastly, “I feel” statements, when used judiciously, can carry more weight than detached “I think” approaches. Logic alone rarely wins the day. Combining rational arguments with emotional intelligence gives you greater influence, as Specter demonstrates time and again. So don’t reject emotions fully, rather understand their immense power. Wield them wisely as you would any other negotiation coinage.

4. Understand your opponent, not just the facts

Every negotiation requires understanding your opponent and adapting your strategy accordingly. Certain approaches work better with some personalities compared to others.

With detail-oriented types, overwhelm them with information. Provide extensive spreadsheets, data, and documentation to earn their trust. For "mismatchers" who focus on differences, encourage them to voice their criticisms and identify problems in your proposals. By giving them a venue to express their concerns, you can address issues preemptively. With big-picture thinkers, avoid getting bogged down in minutiae. Instead, get them to envision the grand visions and achievements these negotiations could lead to.

Other opponents require different tactics. With passive agreeable types, be authoritative and lead the discussion. For emotionally driven people, validate their feelings to build a connection. Analytical opponents prefer logical appeals and reason. Optimists may need you to validate their rosy outlook. Pessimists conversely need reassurance on potential risks. There are countless other personality types, each requiring unique negotiation strategies. The key is identifying your opponent's motivating behaviors early on, then adapting your approach accordingly. Catering your negotiation style to the individual is essential to success.

5. "Win a no-win situation by rewriting the rules"

Even skilled negotiators sometimes reach impasses where talks stall. In these "no-win" situations, you must get creative and rewrite the rules to regain momentum.

First, detach from the intensity of the moment. Declare a recess to let emotions cool and reflect objectively. Then resume discussions in a new setting with fresh perspective. Provide novel options designed to appeal to both parties. Make an earnest effort to see things from your opponent's viewpoint and validate their desires. Show sincere interest in their motivations and demonstrate how your proposals can satisfy mutual goals.

Occasionally the personal chemistry has simply gone sour. Alter the pattern completely with new negotiators, locations or formats. This shakes up entrenched dynamics. Most importantly, remain flexible and open-minded. Stalled talks require imagination to find common ground. Detach from hardened positions and rewrite the rules until you achieve a breakthrough. With resilience and creativity, no negotiation is truly a "no-win" situation. The most skilled negotiators reinvent the game itself to serve their needs.

6. It costs nothing, but creates much

"A smile is the most inexpensive gift you can bestow," once remarked powerful business magnate John D. Rockefeller. Nowhere is this more applicable than at the negotiation table. Smiling strategically in key moments can have an immense impact, often without costing you anything.

As skilled negotiators like Harvey Specter know, a warm smile builds rapport and disarms your opponent's defenses. It signals confidence, trust, and creates a welcoming atmosphere conducive to concessions. Alternately, a smile employed after making a bold request or ambitious offer projects self-assurance and conviction. Your poise pressures the other side to take you seriously. Choose opportune moments to flash an authentic, charming smile. This simple gesture fosters good will and asserts your position. With minimal effort, smiles grease the wheels of negotiation. They require no monetary price, yet pay dividends in shifting dynamics to your favor. As Harvey Specter proves, attaining what you want often comes down to personal chemistry. A smile goes a long way.

Conclusion

Negotiation is an art mastered through knowledge and experience. While few of us possess Harvey Specter’s natural acumen, we can learn from his shrewd tactics. Conceal your true position, uncover your opponent’s core motivations, adapt to personalities, restart stalled talks, and disarm with strategic charm. Combined with preparation and emotional intelligence, these principles equip any negotiator to achieve their goals. Of course, navigating these waters requires practice and savvy. But arm yourself with the insights from this smooth-talking lawyer, and you will be negotiating like a pro in no time. Knowledge and confidence are your keys to success. Approach your next negotiation with a smile, keep your wits about you, and watch the deal close in your favor.