Harvey Specter from Suits is the master of negotiations. He never asks—he positions himself to win. His confidence, sharp wit, and ability to outmaneuver opponents make him one of the most iconic negotiators in television history. If you want to dominate negotiations like a pro, mastering these power moves will give you the upper hand in any deal, whether it’s a salary negotiation, a business contract, or a high-stakes agreement.

1. Control the Frame

The key to winning any negotiation is controlling the frame—the way the conversation is structured. The person who dictates the narrative has the advantage. If you allow the other party to set the terms, you’ll always be reacting instead of leading.

Instead of passively asking for something, assert your worth and structure the conversation in your favor. If you’re negotiating a raise, saying “I’d like to discuss a potential salary increase” makes it seem like you’re asking for permission. Instead, frame it as a justified expectation, such as: “Given my performance and contributions, a salary adjustment is warranted.”

• Never ask—always position. Instead of saying, “I’d like a raise,” say, “Based on my performance, a salary adjustment is due.”
• Use decisive language to establish authority.
• Redirect weak objections by controlling the conversation’s direction.

2. Know Your Opponent Better Than They Know Themselves

Harvey never walks into a negotiation unarmed. He knows that understanding the motivations, fears, and priorities of the other party gives him control. When you know what the other side values most, you can tailor your arguments to fit their needs, making it nearly impossible for them to refuse your offer.

• Research their pain points—figure out what they need the most.
• Anticipate their objections before they even voice them.
• Align your offer with their top priorities.

3. Make the First Move

In negotiations, the first number thrown out shapes the entire discussion. Whoever sets the first figure establishes the anchoring point, influencing how the conversation unfolds.

• Always aim higher than your actual goal.
• Make them negotiate down to you, not the other way around.
• Create a psychological reference point that benefits you.

4. Use Silence as a Weapon

One of the most underrated yet deadly negotiation tactics is silence. People are naturally uncomfortable with pauses in conversation. When used correctly, silence forces the other party to fill the void, often making concessions or revealing valuable information.

• Drop your offer, then stop talking.
• Count to ten in your head if needed—let them feel the pressure.
• People will often justify their position or make concessions just to break the silence.

5. Create Scarcity & Urgency

People don’t value abundance—they value what they might lose. If there’s no urgency, there’s no pressure to act. Scarcity forces decisions.

• Limit availability by saying, “I only take on two clients per month.”
• Set deadlines like, “This offer expires Friday—after that, my schedule is full.”
• Make them chase you, not the other way around.

6. Never Show Desperation

Confidence closes deals—desperation kills them. The moment they sense you need the deal, you lose. Always have an alternative plan so you negotiate from a position of strength, not survival.

• Have a Plan B. Whether it’s another job offer, a different supplier, or an alternative deal, always have options.
• If you act like you need them, they hold the power.
• Confidence forces them to work to keep you interested.

7. Ask for More Than You Expect

Harvey always asks for more than what he actually wants. This gives him room to “compromise” while still getting exactly what he was aiming for.

• Need a $10K budget? Ask for $12K.
• Need two weeks? Ask for three.
• Need a better deal? Demand the best deal first, then “settle” for what you originally wanted.

8. Turn Weaknesses Into Strengths

When backed into a corner, Harvey doesn’t defend—he reframes the weakness as a strength. Objections are just opportunities in disguise.

• If they say, “You lack experience,” respond with, “That’s why I bring fresh, innovative ideas that others overlook.”
• If they say, “Your price is high,” say, “That’s because we deliver unmatched quality.”

9. End With Power

A negotiation isn’t over when the deal is reached—it’s over when you close it with authority. If you leave room for hesitation, the other party will take it.

• Once you get what you want, finalize immediately.
• Don’t give them time to rethink.
• Walk away with confidence, leaving no room for second-guessing.

Negotiation isn’t about hoping for the best—it’s about positioning yourself to win. The best negotiators don’t wait for deals to happen; they create the conditions that make winning inevitable.

✔ Control the frame—set the terms of the discussion.
✔ Make the first move—anchor the conversation in your favor.
✔ Use silence strategically—let the other party break the tension.
✔ Create urgency—force decisions with scarcity.
✔ Always ask for more—leave room to negotiate down to your actual goal.