Deal making is a skill that some people seem to have and some people clearly don’t. Whether you are trying to buy a new car or simply haggling over the price at a neighborhood garage sale, there are times when you might just find yourself wishing you felt a bit more confident in your approach. If you think your skills could use some tweaking, consider these tips so you can learn how to make a deal with confidence.

Go into the exchange with a clear goal in mind. To make a good deal, you need to have clear expectations for the outcome. Are you determined to get you boss to agree to a flex time schedule? Do you want a used car salesperson to throw in an extended warranty for free? Be absolutely certain of the outcome you want to get from the deal you intend to make. Know what you want, what you don’t want and what you are willing to bend on.

Know your defense. You’ll need to have a well defined argument to plead your case to the party with whom you intend to make a deal. You can’t convince someone that something is in their best interest as well as your own if you can’t clearly communicate the benefits to them. Know your reasoning and make sure you are able to express it to the other party as clearly as possible.

Anticipate the other party’s counterarguments and reasoning. Have a response prepared for every counterargument you anticipate. A great way to prepare for this is to ask a friend or family member to play devil’s advocate as you rehearse your own talking points. This will alert you of anything you might be overlooking and allow you to enter the deal making process well prepared.

Focus on the deal and not the person if things get heated. In other words, don’t take it personally. Whatever gets said as you strive to make a deal, keep in mind that the other person wants to emerge triumphantly from the whole process just as much as you do. It is bound to get heated, but the frustrations you both have are a result of the struggle for each of your to get your respective ways. Keep your cool so you are better able to negotiate.

Remember the old adage, “You attract more bees with honey!” This rings true, especially when you hope to make a deal with someone. When you are cordial and friendly in your dealings, you are much more likely to convince someone to bend in your favor. When you approach the deal with aggression, you will have a much harder time getting your way.