Dealmaking is not an art restricted only to business calls and boardrooms. Everyone makes deals every day, cognizant of this or not, and many are missing out on better outcomes by not mastering key timing tips that tilt things in their favor.

BigSpeak’s EVP Ken Sterling is a media attorney and talent agent with no small amount of experience in negotiations. In a recent article for Inc., he lays out a few go-to tactics that can be deployed in most deal-making situations:

• Work your way from easy to hard
  • If negotiating multiple points, begin with the simplest, which will be quick to settle. A few points being settled quickly and easily will keep the mood better, which will help when it’s time to transition to dealing with pricklier stuff.
• Leverage silence
  • The urge to fill silences can ruin deals, and prevent the dealmaking partner from fully absorbing your words. After you’ve said your piece, stop talking for a moment.
• Don’t look so eager
  • “Thirsty” behavior is generally a turnoff in most facets of life, and dealmaking is no different. Appeaing overeager gives the other person power over you, as you’ve made the level of your engagement extremely clear.
• Keep your cool with the five-year rule
  • Simply put, will this point of contention matter at all in five years? If no, it’s probably not worth investing more time and energy into now.