5 Brutally Effective Negotiation Tactics Every Salon Owner Needs
If you’re a salon owner starting over or a stylist launching your first salon, negotiation isn’t optional—it’s your superpower. Whether you’re hiring your first team member, negotiating rent, or pricing services, you’re in constant negotiation. The good news? You can master it. Here are five expert-backed strategies from Alex Hormozi's negotiation playbook that will elevate your confidence and results.
1. BATNA: Your Secret Weapon for Confidence
BATNA stands for Best Alternative To a Negotiated Agreement. It’s your backup plan—the thing that gives you power at the table. The stronger your BATNA, the less desperate you feel.
- Hiring staff? Interview multiple candidates so you’re not tied to just one.
- Negotiating product vendors? Compare prices and terms from at least 3 suppliers.
- Looking for a space? Always have a second location in mind.
Your job before any negotiation is to prepare your BATNA. Walk in knowing you have options—and the conversation becomes a whole lot easier.
2. Anchoring: Set the Tone with the First Number
The first number said out loud matters more than most people realize. It becomes the mental reference point. Set a bold anchor—something that makes the other side pause.
Pro tip: If you’re presenting your prices, go high. That way, even if they negotiate down, you land at a number you’re still happy with. Own the conversation from the start.
3. Make the First Move with MESTO
MESTO stands for Multiple Equivalent Simultaneous Offers. It’s a fancy way of saying: present 3 different offers—all good for you—and let them choose.
- Option A: Premium Package (highest price, most services)
- Option B: Mid-Tier (moderate price, standard services)
- Option C: Budget (lowest price, bare essentials)
This positions you as flexible, removes price objections, and reveals what matters most to the other person.
4. Reciprocity: Give First, Gain More
Humans are wired to return favors. Use this. Offer a concession or perk that costs you little but means a lot to them. Break your offers into multiple parts so you can trade strategically.
Example: Add a complimentary add-on service or flexible payment terms to sweeten the deal—then ask for what you really want in return.
5. Framing: It's All in the Language
How you position your offer makes a huge difference. Don’t sell a haircut—sell confidence. Don’t offer a coaching session—offer clarity, focus, and growth.
Instead of: "This package is $500."
Try: "This $500 investment is designed to help you retain staff, increase revenue, and avoid burnout."
Frame your offer in terms of outcomes, return on investment, and emotional wins.
Final Word: You Don't Get What You Deserve—You Get What You Negotiate
The most successful salon owners aren’t the ones who work the hardest—they’re the ones who negotiate the smartest. Use these five tactics to grow your confidence, protect your value, and lead your business like a true professional.
Now it’s your turn: Which tactic will you practice first—BATNA, anchoring, or MESTO? Share this with a stylist friend who needs this too.
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