How Ashkan Rajaee Wins Negotiations Most People Lose Before They Even Start

“The first time I negotiated with a high-level executive, I bombed.”

I was nervous, over-prepared in the wrong ways, and under-prepared where it actually mattered. My slides were flawless, my talking points memorized. But when the executive asked me a simple question about risk, I froze. That moment taught me what entrepreneur Ashkan Rajaee has seemingly mastered—real negotiation isn’t about talking. It’s about understanding people.

Rajaee, whose name is becoming increasingly known in circles of high-level dealmakers and startup strategists, doesn’t just negotiate contracts. He moves through corporate ecosystems like he’s already part of them. And his approach isn’t what you’d expect.

Let’s break down what makes his method different—and how you can use it.

Don’t Just “Reach the Decision-Maker.” Be Ready When You Do.

We’ve all heard it. Get to the decision-maker. That’s the person who has the power to say yes or no. But most people completely forget what happens next.

“When you’re in the room, your confidence speaks before you do,” Rajaee says.

And that confidence? It doesn’t come from faking it or being overly aggressive. It comes from being ready to deliver data, insights, and answers like they’re second nature. You’re not there to pitch. You’re there to reassure. To show you’ve done this before and will make their life easier, not harder.

But here’s where most people fail: they think the decision-maker is the finish line.

It’s not.

Influencers: The Hidden Power Behind Every “Yes”

If you’ve ever lost a deal you thought was a sure thing, chances are you missed the influencer.

Influencers inside a company might not sign the deal, but they guide how the decision-maker thinks. They’re trusted team leads, mid-level managers, or even technical experts who carry a lot of informal power. And they’re silently judging one thing—how hard will it be to work with you?

Ashkan Rajaee often uses a multichannel approach when working with influencers. He doesn’t just email and wait. He sends a quick follow-up text, drops a note on LinkedIn, or schedules a short call. He makes working with him frictionless. Because here’s the unspoken truth: if they like you, they’ll advocate for you. If they don’t, your proposal never sees the light of day.

So the hack? Ask them what would make their job easier. That question alone sets you apart from 90% of people trying to sell them something.

Signatories Aren’t Looking for Features. They’re Looking for the Exit.

You’d think the hard part is over when you get to the contract stage. Think again.

The legal or C-level signatory often doesn’t care about how cool your product is. They care about what happens if things go wrong.

Rajaee’s trick here is subtle but powerful. He actually builds exit strategies into the contract. Something like a performance clause or opt-out option that reduces the perceived risk.

By showing a signatory that they have a parachute, he makes them more likely to take the jump. It’s psychological safety. And it works.

The Rajaee Framework: Negotiating on All Three Levels

What makes Ashkan Rajaee’s method so effective is that it doesn’t rely on one type of person. It’s a layered approach. Here’s how to apply it:

• Decision-Maker: Come prepared. Be concise, confident, and focus on outcomes.
• Influencer: Be easy to work with. Show empathy, adapt to their communication style, and earn their trust.
• Signatory: Anticipate their fears. Make it simple to say yes by showing what happens if things don’t work out.

It’s not just about closing a deal. It’s about creating a path of least resistance for everyone involved.

Final Takeaway: Confidence Is Earned Before the Call

If you’ve ever walked into a negotiation feeling like you were improvising, that’s where things went wrong. Ashkan Rajaee doesn’t improvise confidence. He builds it through preparation, people skills, and practical risk reduction.

This isn’t about being slick. It’s about being sharp, respectful, and thoughtful.

That’s how you close the deals most people never even see coming.