25. Don’t say “fair” or “generous” in negotiations

In this episode, we unpack the exact words and phrases that quietly tank negotiations, and what to say instead. A recent study conducted by Neil Rackham shows skilled negotiators use far fewer “irritator words” like “fair,” “reasonable,” and “generous,” because those labels backfire.We cover:The “irritator words” to avoid based on the study (“fair offer,” “reasonable,” “generous”) and simple, better substitutesIrritator words that we have observed from our experience and what to say insteadA kinder, stronger deflection than “I’m not comfortable sharing that” (for salary questions, competing offers, etc.)How to ask for details or a written summary without sounding distrustful (skip “can you put that in writing?”)When to hold your line without giving numbers or ranges, and still preserve rapportA quick behavioral nudge you can use (the “because” effect) without being manipulativeWe also share:Gerta’s negotiation training roots (MIT/Harvard) and why behavioral science runs our playbookThe odd “eyes on the coffee jar” study and what it teaches about human behaviorTune in to learn the subtle wording tweaks that protect your leverage, keep rapport intact, and help you land better outcomes without sounding adversarial.For more:Book free consultation call with Alex: CalendlyGet our free negotiation worksheet: YourNegotiations.comRead our weekly newsletter: NewsletterInstagram: @yournegotiationsLinkedIn: Gerta | Alex