Why most EU founders are too nice in negotiation — and how Americans use silence, bluntness, and anchored certainty to win deals.
Stop negotiating like a gentleman. Start closing like an American.
Here’s a hard truth most EU founders need to hear:
You’re too nice in negotiations.
Too polite. Too accommodating. Too damn agreeable.
Not because you lack leverage.
But because no one ever taught you how Americans actually negotiate.
So while you’re softening your tone and “leaving the door open,”
your U.S. buyer is using three simple tactics to strip you of pricing power, positioning, and control:
Silence
Bluntness
Anchored certainty
Let’s unpack it — and upgrade how you show up at the table.
First: Silence is a weapon.
In Europe, silence in a deal feels awkward.
So you rush to fill it.
You say things like:
“Well… we can be flexible if needed…”
“That number’s not set in stone…”
“Let’s work something out.”
Boom.
You just negotiated against yourself.
In the U.S., silence is a tool.
When we pause after hearing your price, we’re watching what you do.
Do you hold the line?
Or do you flinch?
If you break the silence first — you’ve already lost leverage.
Second: Blunt is respected.
A lot of EU founders fear being “too direct.”
But in the U.S., clarity = confidence.
Here’s what blunt sounds like (and why it works):
“We don’t discount. We’re priced for impact, not volume.”
“If it’s about price, we’re probably not the right partner.”
“You’re welcome to shop around — we’ve already earned our spot with teams that care about speed.”
Those are power statements.
They signal that you believe in what you’re offering.
And that you’re willing to walk.
Which is exactly what makes the buyer lean in.
Third: Anchor or be anchored.
The first number mentioned sets the frame.
If you let the buyer say:
“We were thinking $1,500…”
You now have to fight uphill.
But if you say:
“It’s $4,800 for the pilot. And we recommend a 90-day sprint to get max ROI.”
Now you control the narrative.
They’re not evaluating you from zero — they’re negotiating down from your anchor.
And the tone matters too.
Say it casually. Say it like you’ve said it 100 times.
Say it without blinking.
If you hesitate, they’ll smell blood.
Here’s your new closing energy:
“Totally understand if it’s not a fit — but I’m not in the business of discounting just to make a deal feel better.
We solve a high-friction problem, fast. And we do it better than anyone I’ve seen.
If that’s valuable, I’m all in. If it’s not, no hard feelings.”
That line?
It lands.
Because now you’re not begging.
You’re offering a partnership — with altitude.
TL;DR:
Stop trying to be the nicest person in the room.
Start being the clearest.
Because Americans don’t buy from people who bend.
We buy from people who believe.
—
Paulius
Founder, Exported
💻 Ready to stop selling like a guest — and start negotiating like an equal?
👉 Go to exported.io — where polite pitches get replaced with powerful positioning.