Welcome to the fourth instalment of the Negotiation Club Blog Series, where we explore how iconic fictional characters might approach the art of negotiation and the critical role it plays in their success. Each post in this series gives readers a peek into how beloved characters from film, TV, and literature would handle real-world negotiation challenges, offering unique insights into their tactics, strategies, and mindsets.

Harvey Specter (Suits):

A sharp and confident closer, Harvey uses charisma, legal expertise, and psychological insight to out manoeuvre opponents and win high-stakes deals.

What Would Harvey Specter Say About Negotiation Skills

This week, I’m stepping into the spotlight—Harvey Specter, the closer from Suits. You already know me as someone who doesn’t just negotiate; I dominate. “I don’t play the odds, I play the man.” In the legal world, negotiation isn’t a skill—it’s a weapon, and knowing how to wield it determines whether you win or lose. Every time you step into a negotiation, whether it’s over a multimillion-dollar deal or a life-changing legal settlement, the outcome isn’t just about who has the better argument. It’s about who controls the room.

In this post, I’ll break down how I would approach negotiation—because, let’s face it, no one does it better. We’ll look at key tactics like leveraging power, psychological manipulation, and how to read the other side before they even know what game they’re playing. Whether you’re a law student, a seasoned attorney, or someone looking to sharpen their deal-making skills, these insights will give you an edge.

If you want to win big in this business, it’s simple: you need to master negotiation. As I always say, “The only time success comes before work is in the dictionary.” In the legal world, negotiating isn’t just about knowing the law—it’s about knowing how to use it. You want to rise above the pack? Then listen closely.

When it comes to negotiation tactics, here’s what you need to know:

1. Leverage Is Everything

In every negotiation, I go in knowing my leverage. Whether it’s a high-stakes corporate takeover or a settlement negotiation, I understand the strengths of my client’s position. “I don’t play the odds, I play the man.” Leverage comes from knowledge—knowing the weaknesses of the opposing side, their motives, and what they fear losing the most. If you control the leverage, you control the outcome. So, ask yourself: what can you offer or take away that they care about most?

2. Control the Narrative

One of my favourite tactics is shaping the narrative. You want the other side to see the situation your way, so you subtly guide the conversation in that direction. “It’s not a negotiation if you’re the only one talking.” Whether you’re dealing with a difficult opposing lawyer or a stubborn client, your job is to make them believe that what you’re proposing is the only logical conclusion. Storytelling is powerful in law because it gives people a vision of the future they want to buy into.

3. Play the Long Game

Sometimes, the best move is not to make one. “I don’t have dreams, I have goals.” In negotiation, patience is often the key to getting what you want. Whether it’s holding back a key piece of information or waiting for the opposing side to show their cards, timing is crucial. In high-stakes negotiations, you don’t always need to win every point. Instead, focus on winning the war. Sacrificing minor points to make the other side feel victorious can set you up for a bigger win later.

4. Fake Weakness to Draw Strength

Sometimes, you have to let them think they’re winning. “When you’re backed against the wall, break the goddamn thing down.” Appearing flexible or even vulnerable on a minor issue can lure the other side into a false sense of security. When they think they have the upper hand, they’ll overplay their position—this is when you strike with a stronger move they never saw coming. It’s a psychological tactic that catches many negotiators off guard.

5. Set the Agenda

Don’t let the other side dictate the terms. “Win a no-win situation by rewriting the rules.” When you walk into the room, set the agenda early. Whether it’s proposing the terms of discussion or anchoring the negotiation with your starting offer, you need to take control from the start. The first person to frame the discussion often dictates the flow of the conversation. When you control the framework, you can guide the negotiation in your favour.

6. Walk Away If You Need To

A negotiator’s strongest move is knowing when to walk away. “You always have a choice.” If the other side thinks you’re too invested or desperate for a deal, they’ll exploit it. Knowing when to stand up and walk away creates a psychological advantage. It shows them that you’re confident enough in your position to turn your back on the deal, which forces them to reconsider their stance. Don’t be afraid to say no if the terms don’t serve your client.

To the future lawyers out there: negotiation is where real power lies. It’s more than just understanding the law—it’s understanding people. When you learn to navigate emotions, egos, and hidden motives, you’ll dominate every deal. Remember, every negotiation is a chess game, and those who think five moves ahead always win. Stay sharp, stay strategic, and above all, keep your integrity intact.

To quote myself once more: “Winners don’t make excuses when the other side plays the game.”

Key Takeaways:

• Leverage is the foundation of your negotiation strategy.
• Control the narrative to guide the other party’s decision-making.
• Patience and the ability to play the long game often lead to bigger wins.
• Psychological tactics, such as feigned weakness, can give you a decisive edge.
• Always be prepared to walk away—it’s your greatest leverage point.

Master these skills, and you’ll be playing in the big leagues in no time.