Good morning and welcome to The Closer, the newsletter all about deals. Today’s edition is short and sharp — one tactic, backed by research, to help you negotiate smarter. No headlines, no noise — just a Nugget you can deploy by lunchtime.
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STATUS
SIGNALING
Closer Tactic #70 • Deal Psychology
Most people ignore status dynamics.
Power players signal and read status constantly.
The Nugget
Status signals influence negotiation outcomes before words are even spoken.
When Mark Cuban negotiates Shark Tank deals, he uses status signals strategically—sometimes dressing down to seem approachable, other times emphasizing his success to create aspiration. His ability to modulate status signals helps him connect with different types of entrepreneurs and secure better deal terms by managing the power dynamic in the room.
How to Deploy
• Match your status signals to your negotiation strategy
• Use high-status signals when you need credibility and authority
• Use approachable signals when you want to build rapport and trust
Avoid status signals that contradict your negotiation goals or feel inauthentic.
Takeaway
Your status signals negotiate before you do.
Reply with how you use status signals in business—
we might feature you (and send a mug).
