There’ nothing quite so scary as the idea of negotiating salary for a new job. In fact, about 60% of the population will take the offer when it’s laid out on the table without question. This number goes even higher if the person being offered that salary is a woman.

If you’re like most people, ‘more money’ is probably right up there at the top of the list. In fact, only 19% of those employed feel like they’re getting paid what they’re worth. It’s no wonder getting a raise is often a person’s number one priority.

The heart of business lies in negotiation. Whether you’re trying to close on a sale or get yourself included on a plush project that could make your career, knowing how to get people to listen to you is crucial to your success.

There are certain places where you’re almost expected to negotiate. No one goes into a car dealership expecting to pay the sticker price. Places like flea markets and rummage sales actually price things with the idea of negotiating built-in. But did you know you can negotiate a lower price on almost anything?

In a world where getting what you want is entirely up to you, being a skilled negotiator is crucial to your success, whether you’re angling for a raise or trying to get an outstanding deal on a used car. Sadly, negotiation isn’t one of those skills we’re taught as children. The good news is, it’s never too late to learn how to be a more successful negotiator. You can start with these simple tips:

Even the bravest of us has issues when it comes time to talk salary. Negotiating takes a certain amount of courage, to begin with. It involves putting yourself out there and risking rejection. When you’re talking take-home pay, the whole idea of trying to talk your way to a better salary can be downright terrifying.

It’s that time again. Are you ready? Most people look at their annual review with about as much anticipation as one would a root canal. No one truly enjoys the recital of the year’s successes, or worse, the failures.

Nothing is absolute. When it comes to getting what you want, whether it’s the deal you’re trying to close or the car you’re buying, nothing is set in stone. You really can negotiate just about everything.

Think back to the last job you got. What happened when they offered you the position? If you took the salary offered, don’t feel bad. Approximately 60% of the population does (with the numbers higher if you happen to be a woman). What most people don’t realize is just how much leeway there can be in the amount they’re offered. In fact, most people who put themselves out there will actually gain a higher salary than initially offered.

While these fears are irrational, there is some truth to the idea you need to think before you speak. Paying attention to who you’re dealing with should give you a feel for when to throw caution to the wind. In the end, even a missed opportunity isn’t the end of the world. There are always new things around the corner. Don’t let fear rule your life. You’re really braver than you think.