The key is going from closed to open questions. Classic closed questions can be answered with a “yes” or “no,” and the easiest answer is “no.” Instead of asking for a promotion. You can ask: "What’s the promotion process going to look like this year?” Or, “What do you need from me to make the case for my promotion?” Then listen to the answer.

When you ask someone that question, very often you’re going to get powerful information that’s going to tell you what matters most to them, so that you’re going to be able to figure out a way that meets their needs, while also meeting yours.

The final critical skill you need to master in a successful negotiation is “landing the plane.”

You asked your question and made your request, now, stop talking and land the plane. Silence can be nerve-wracking, putting you at risk of eating it up with words you may regret.
A lot of high-value negotiation moves come after three and a half seconds of silence. If you need to count in your head, do it. But silence is a superpower in negotiation. It gives the other person time to think, and it prevents you from bidding against yourself.