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06 Oct 2022
Welcome to Leaders with Leverage!
00:04:28
Does the word “negotiate” make you shudder? Would you rather accept what you’re given rather than negotiate for what you really want? Believe it or not, there is a world out there where you ask for what you want in your career and get it, even while walking out with every party that's part of the negotiation happy. It's time to be your own advocate.
Welcome to Leverage with Leaders. I’m your host and Negotiation Guru, Susie Tomenchok, and together, we’re going to explore the tools and techniques that YOU can use to seize the initiative, find your voice, and achieve the results you dream in your growing professional career without trampling over others to get it.
Along the way, we’ll meet other business leaders and hear about their experience with negotiation so you can become a Leader with Leverage.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
The difference between a manager and a leader with John Schanz
00:37:48
In this episode, you will learn the difference between a manager and a leader. Business engineer John Schanz and author Susie Tomenchok dive into the benefits of having multiple mentors and the best ways to deal with self-doubt. Learn about navigating your way through business cultures and what it takes to become a leader through leverage.
A look at what we discuss: [00:00:56] Meet John Schanz: Former Chief Network Officer at Comcast, mentor, and friend [00:03:49] Making things out of technology was cool; making money with technology was cooler [00:04:50] John’s Career: Phase 2 [00:07:16] Career highlights: From entry-level engineer to manager to becoming a leader [00:09:23] What's the difference between a manager and a leader? [00:12:50] Important people to look out for in growing your career [00:16:10] 1-Minute Manager Book: Praise in public and punish in private [00:18:33] Dealing with Self-doubt through the Three-Legged Stool philosophy [00:21:32] Advice about organization cultures: Teamwork, Collaboration, & Finding Your Spot [00:27:43] How have you used leverage in a positive way in your role as a leader? [00:30:33] How would you define 'leverage'?
In this episode, join Beth Kotarba and Susie Tomenchok as they discuss the importance of self-promotion, especially for women, in order to advance in one's career and the importance of being your own advocate. Beth also shares her journey through shifting careers and learning how to be a leader in an unfamiliar environment.
A look at what we discuss:
[00:01:14] Meet Beth Kotarba, COO [00:03:15] Her 30-year journey to a leveraged career [00:06:05] Reaping the benefits of a consulting career in the cannabis industry [00:08:20] I never dreamed of being a COO one day [00:10:45] Don't be afraid to ask for what you want [00:15:40] How to keep your network alive [00:20:30] Be aware of what you bring to the table [00:21:15] Identify the people that will help you get there [00:25:00] Trust the people that work for you [00:29:50] Using leverage in a way that had a positive outcome
Struggling to find deep satisfaction in your role? Job Crafting is an approach that leverages the active changes you make to your own job designs in ways that can bring about numerous positive outcomes, including engagement, job satisfaction, resilience, and thriving.
In this QuickTake episode, James Capps and I discuss the concept and how you can put it into practice. We offer three takeaways that you can implement to move this concept into action to help you do what you do best!
How to negotiate for what you really want with Lysa Dahlin
00:38:40
In this episode, Lysa Dahlin shares her wisdom on being a successful leader and how to negotiate for what you really want in your career. We discussed the importance of seeking out and listening to feedback from others in order to grow as a leader, along with the need to be open to change/learning new things in order to be successful in today's ever-changing business landscape. Lysa shares what she believes in the secret to being successful in both your professional and personal life.
A look at what we discuss: [00:01:07] Meet Lysa Dahlin [00:05:26] The more people you put in your orbit, the more you learn [00:08:15] Are we expected to know it all as we grow in leadership? [00:14:18] Companies deserve to have someone who's happy in their role [00:18:24] How to you find people that are going to be the ones that support you through your journey [00:26:56] When are people the most productive? [00:32:04] Sharing a situation where somebody used leverage in a way to get something they wanted [00:35:54] Making the right compromises
For a leader, delegation is the difference between being a hero and being a multiplier. Delegation ensures you can execute on multiple fronts while signaling trust in your team and growing future leaders. But delegation is easier to talk about than it is to execute.
James and I discuss this professional-grade tool and the challenges associated with using it well. Seasoned leaders and new managers can learn from this week’s episode. Delegation is a tool that can always be sharpened!
Resignations are an inevitable outcome of having highly talented teams. In many cases, you are the last to know as their peers have been secretly in the know. The entire team is most likely waiting to hear how you took the news.
As a leader, your response to the resignation impacts the remaining team members more than it impacts the exiting individual. This episode discusses how to keep one resignation from becoming an exodus. We discuss steps every manager must take before your top talent walks in the door with that resignation in hand.
Retaining key talent often focuses on the broader employee workforce. But good leaders know the multiplier effect your direct reports have on your entire operation. Considering the investment made in key leaders it is critical that you have an active strategy to ensure they are not part of the “Great Resignation”.
In this week’s episode, James and I discuss the shift in mindset required to include your direct reports in your retention strategy. We discuss the complex difference between coach and mentor and how both of these roles are key to keeping key leadership from looking for other opportunities.
[Part 1] Managing your mental wellness with Dr. Michelle Casarella, Psy.D.
00:34:13
Dr. Michelle Casarella, Psy.D. who specializes in helping working moms build confidence and manage their mental wellness joins the podcast for a two part episode special. In this episode, we talk through how our mindset affects our ability to negotiate and how our emotions can get in the way of taking action. You will learn how to do what Michelle calls “clean out your junk drawer of thoughts” and how to push through when we hear "no".
A look at what we discuss: [00:01:09] Meet Michelle Casarella [00:04:03] Mindset around negotiation [00:07:33] Junk drawer thoughts [00:12:03] Taking what’s offered and becoming people come to expect of you [00:16:06] Getting used to being uncomfortable [00:23:23] Signs of when you are triggered [00:30:11] Doing proactive work around knowing your value [00:31:56] where do you want to take it from here
[Part 2] Managing your mental wellness with Dr. Michelle Casarella, Psy.D.
00:26:30
In this episode, we’re back for part two with Dr. Michelle Casarella, Psy.D. who specializes in helping working moms build confidence and manage their mental wellness. Join us while we talk through how to recognize when you're feeling triggered. We will also discuss the “color game”, a mindfulness game to learn how to focus on something else instead of intrusive thoughts, and how it’s ok to step back and change our minds.
A look at what we discuss: [00:01:24] How do you even know that you're triggered [00:03:53] Where stress is manifested [00:06:51] What’s important to understand about making mindset shifts [00:07:58] A mindfulness game called the color game [00:10:48] Focus on something that's not in your head [00:11:59] Thoughts are not facts. They are simply thoughts. [00:15:21] Reminding ourselves it's okay to change our minds [00:18:08] Think about what is your actual goal or outcome [00:21:56] Take a step back and reevaluate what I'm saying, thinking, or doing Connect with Michelle: https://www.linkedin.com/in/dr-michelle-casarella-psy-d-5200304b/
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Becoming a successful business owner with Annette Walter
00:33:58
Annette Walter, experienced business strategist, owner and CEO of Timber Industries & iEvolve Consulting, joins us to talk about her story. In this episode we talk about her journey going from working at a bank to becoming the business owner of a very successful company. She’s sharing all her ups and downs in the process of maintaining a company while having 2 kids.
A look at what we discuss: [00:03:18] Meet Annette Walter [00:06:26] The power of asking [00:08:14] Going from banking to a business owner [00:10:59] Being in charge of running all of the related companies [00:13:01] All of that while having my kids [00:15:10] The biggest mindset blocks that people have to overcome [00:16:32] Annette’s 3 powerful words [00:18:03] Moving forward in order to gain your confidence [00:23:08] Abundance mindset is so important [00:26:08] Using leverage in your role [00:29:49] The art of crafting deals is fun
Coming to us Live from Princeton, NJ, James joins us during his executive leadership offsite. We discussed his key observations regarding a successful offsite and his efforts to ensure the group was in the right mindset for implementing change. In addition, we discuss critical mistakes many of us make when bringing key leaders together and the steps you can take to make this event more than just an expensive status meeting.
Leadership lessons along with way with Kelly Dillon
00:34:02
Kelly Dillon, VP, of Strategic Programs at RE/MAX Global Headquarters, joins us to answer a few questions and share some of her leadership lessons along the way. In this episode, we talk about the challenges of being a woman in the corporate world, and the importance of having more women in leadership roles. Also, Kelly shares her experience becoming a mom while balancing her professional career.
A look at what we discuss: [00:02:32] What’s next for Kelly Dillon [00:06:20] Learning from mistakes [00:09:38] Building your confidence [00:11:07] Kelly’s personal brand [00:14:08] Women in leadership [00:17:33] Asking for what you want [00:20:24] Wanting to be promoted [00:23:11] Becoming a mom and a professional [00:26:16] Being an advocate for parents at work [00:30:07] Always share your story
Join me today in this solo episode to talk about some new concepts I’ve been working on with my clients. Learning how to advocate for ourselves, especially when the voice in our heads is constantly telling us otherwise, isn’t an easy skill to master. Tune in to learn how to counter that inner voice that keeps telling us we’re not enough.
In this episode, I also share my story of getting fired and how I didn’t advocate for myself at that moment. I then cover my process of regaining confidence and learning to know the value I bring to the table.
A look at what I talk about: [00:02:17] How to advocate for yourself [00:03:05] The “Susie with the microphone” voice in my head [00:04:00] The story of when I was fired [00:06:35] Facing the emotion of what was going on [00:07:38] The power of controlling our inner voice [00:10:00] Finding 5 “I want” statements [00:11:33] Take a moment to give yourself recognition [00:13:05] Surround yourself with confident people
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Advocating for yourself is a skill that is rarely discussed or fostered in leadership circles. In fact, those who do it too often are labeled as aggressive or obnoxious.
But no one is better suited than you to intelligently discuss your values, goals, accountability, dedication, and work ethic. Advocating for yourself is a muscle that needs to be developed like any other to ensure it can be used often and used with skill.
During this episode, we detail the key steps to develop the skills to advocate for yourself and still maintain your self-respect.
A few days ago I had this interview where I was asked how people advocate for themselves. I realized then that advocating for yourself is a difficult concept to grasp sometimes, that’s why I decided to explain a little bit more about my perspective on this in this episode. Join me today as I share 3 ways so you can put in motion this idea of advocating for yourself.
Let’s stop waiting for things to happen to us and finally learn how to put ourselves out there and inspire others to do the same thing in the process.
A look at what I talk about: [00:01:54] Ways to advocate for yourself [00:02:21] The importance of advocating for yourself [00:04:33] How DO you advocate for yourself? [00:05:55] Getting clarity about what you want [00:07:08] #1 Find someone to help you see your potential [00:08:45] #2 Create your “impossible things” list [00:09:32] My “10 impossible things” list [00:11:48] #3 Be aware of what people around you are getting [00:13:34] Advocating for yourself inspires others [00:14:20] Final thoughts
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Is there something you've always wanted to do but never got to do because you believe it is just "impossible"? You’re not alone! Join me in this solo episode as I tell you what an impossible list is and how this list is going to get you closer to accomplishing those goals or dreams, even when we have that voice inside trying to tell us otherwise.
Stay tuned to find out the crazy things on my impossible list and my advice on how to create your own while inspiring others to do the same.
A look at what I talk about: [00:02:25] The impossible list [00:03:27] Spot the things that might be on that list [00:04:10] What I love about the impossible list [00:05:40] The satisfaction of doing something that's on your list [00:07:35] Don’t let anything hold you back [00:09:03] The crazy things on my impossible list [00:12:54] What are the things on your list? [00:14:00] Getting closer to doing those things that are “impossible” to you [00:15:26] My tips to create your list
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Developing a positive attitude when faced with challenges with Jenelle Champlin
00:31:22
Jenelle Champlin, an executive at Comcast and a dear friend of mine, joins us in this episode to talk a little about her background, her amazing career experience, and how her positive attitude when facing challenges has helped her along the way.
Tune in as we catch up and reconnect in today’s conversation where we talk about the importance of relationships in business to build the career of your dreams while simultaneously creating opportunities for yourself. Jenelle tells us all about how her confidence and knowing her value got her to the place where she is right now.
A look at what we discussed: [00:02:52] Meet Jenelle [00:05:52] Jenelle’s mindset background [00:09:18] Overcoming the Imposter Syndrome [00:12:11] How Jenelle creates opportunities for herself [00:16:20] Focusing on the value you bring to the table [00:18:50] The importance of building relationships [00:20:05] Networking as part of Jenelle’s approach [00:22:38] People like to do business with people they know and trust [00:26:35] Janelle’s philosophy on leverage [00:28:30] Knowing and embodying your value Connect with Jenelle https://www.linkedin.com/in/jenelle-champlin
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
I had this really interesting conversation with a good friend recently and I wanted to share some takeaways with you today during this solo episode! We were going about the fact that she is asked to do certain things at work that she’s not happy about and I asked her, what would she like to be doing. Her answer was, ‘I don’t know’.
How often do we find ourselves and others in the same position?
So I challenged her then and I challenge you now to do this exercise, to get clarity into what you want in your life! Ask 5 people in your workspace to tell you where they see you in the near future. Tune in as I walk you through the step-by-step of doing this challenge in the best way possible and what to do with those answers. A look at what I talk about: [00:02:42] Thinking bigger than yourself [00:03:10] A challenge for my friend [00:03:28] Reasons this a great idea [00:04:37] How to do this challenge [00:05:45] Someone to help think outside the box [00:07:10] Brainstorm out loud with them [00:08:08] Sit and just listen [00:10:02] Take the time to invest in yourself [00:10:14] I challenge you to do this exercise!
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
In today's episode I’ll be sharing 3 essential keys to success. You must first start with knowing how to signal your value by asking for things you deserve, moving to assuming the role you want before you get it, and saying yes to opportunities even if you don’t feel ready yet!
Tune in and listen to the lessons I’ve learned from my peer "Dan", and I have to say, he has taught me a lot! I want to share with you one of the most important things I learned from him, which is asking for want you want or need and avoiding the path of least resistance. It is time to change things and start advocating for yourself, and I’m going to show you exactly how! A look at what I talk about: [00:01:13] My favorite character: Dan. [00:03:24] The one thing Dan taught me. [00:03:55] Becoming the path of least resistance. [00:04:39] Asking for things that make you uneasy. [00:05:45] How to signal your value. [00:06:21] Notice what people around you are getting. [00:07:30] Ask for more than what you want or ask more often. [00:08:57] Assume the role that you want. [00:10:23] Say yes, and then figure it out! [00:11:56] Challenge yourself to do things differently.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Let’s talk about what your value is, what you bring to the table, and why it is so important to acknowledge said value to create power and leverage for yourself.
Tune in to discover the three things you should be doing to help you out in this process of understanding your worth and uniqueness. It is time to finally shift your mindset and prevent that little voice in your head from telling you you’re not good enough to take on new opportunities.
A look at what I talk about: [00:01:25] Understanding your value. [00:02:20] The importance of celebrating your value. [00:03:09] Find what our worth is and say it out loud. [00:04:23] Value leads to leverage. Leverage is power. [00:06:08] Be clear about what you want. [00:06:25] Embody what you want so it becomes comfortable for you. [00:07:37] Celebrate your value every day. [00:09:30] Recognize how unique you are.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Being your own advocate + practicing it everyday with Shabana Walker
00:31:03
Shabana Walker, Vice President of Customer Strategy for Tools, Technology, & Quality, is joining us today in this episode to share her experiences working in the telecommunications industry for over 17 years, during which she has had nine different roles.
Stay tuned for this interesting conversation where Shabana shares her career highlights and how she stood up for herself at her lowest moments, her experience as a leader, and her mindset to approach the opportunities she encountered along the way. I’m confident that you’ll find this conversation as inspiring as I did.
A look at what we talked about: [00:01:48] Meet Shabana and her career highlights. [00:03:00] Always saying yes to opportunities. [00:05:16] Being grateful and doing your best. [00:06:45] Strive for progress, not perfection. [00:11:15] Be open and thankful for the feedback. [00:12:32] The pivotal point for Shabana’s career. [00:15:48] Shabana’s tools and practices as a leader. [00:20:08] Going from boss to coach. [00:20:52] Shabana’s lowest moment in her career. [00:24:55] Have the courage to stand up for yourself. [00:26:19] Shabana’s idea of leverage.
Let's talk about how important it is to be clear about what we want and where we’re going in business (and life for that matter!). When you know those things you feel confident enough to take on new challenges and opportunities.
Today I’m going to share one experience from earlier in my career that made me realize that opportunities belong to those who take advantage of them. It doesn't matter if you don't feel ready yet, go for it and figure it out later. Start being curious about what's happening around you, and don't forget to advocate for yourself.
A look at what I talked about: [00:01:24] Being clear about where you’re going. [00:02:45] Look at what others are getting and lead with curiosity. [00:03:06] Remembering experiences in my career. [00:04:40] Opportunities are gone if we don't take action. [00:05:10] Change being jealous for being curious. [00:06:24] Look around for opportunities. [00:07:01] Ask your peers how they found their opportunities. [00:07:40] Some advice to take away. [00:08:20] Have an abundance mindset. [00:09:00] Always say ‘yes’ and don’t assume ‘no’.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Have you ever gotten a promotion, and felt like you could have asked for a higher compensation but didn't? Well, today I’m sharing this real-life story from one of my clients where he asked for more, despite being told many reasons why getting more wasn't possible.
It is so important to understand what our value is to be able to have confidence and advocate for ourselves. People so often settle down for things that aren’t really fair, and then end up getting more responsibilities and not enough compensation, these are the moments when you should stand up for yourself and ask for what you deserve.
A look at what I talked about: [00:01:10] Asking for more when you get a promotion. [00:01:25] One of my client’s stories. [00:03:20] The reasons why you should get more. [00:04:00] Using their arguments to your advantage. [00:05:30] Don’t settle for the first thing they offer. [00:06:02] Understanding your value and advocating for yourself. [00:07:00] The feelings when you stand up for yourself. [00:07:51] The key of negotiation - aha moment. [00:08:44] Walking away satisfied knowing you did all you could.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
The power of saying no with a smile with Regina Hutchinson
00:29:15
Regina Hutchinson, Executive Coach, Human Resources Consultant, and Transformation Leader, joins us today to share all about her experiences, and how she managed to handle having a family and being successful in her career.
Tune in to get inspired by this interesting conversation, and learn new ways to advocate for yourself along the way. Regina's story doesn't stop amazing me. She’s such a wonderful friend of mine and I’m sure you’ll have some great takeaways from all her wisdom in today’s episode.
A look at what we talked about: [00:01:43] Meet Regina Hutchinson. [00:03:33] Regina’s ability to say no with a smile. [00:05:36] The type of leader Regina is. [00:06:52] Working on being heard. [00:09:24] Juggling motherhood, marriage, and business. [00:12:00] Techniques when people need to manage up. [00:16:42] Focusing on the shared goal. [00:17:50] How Regina advocates for herself. [00:21:10] Things Regina feels proud of in her career. [00:24:00] Regina’s perspective of leverage.
As a professional it is likely you have participated in negotiations before, no matter your position or the industry you work in. Negotiating is also part of our day to day, but, we tend to have a weird relationship with it and we so often try to avoid it. That’s why in today’s episode, I’m sharing my philosophy of negotiation and how to leverage it.
Join me to learn how the process of negotiation works, and the things you need to do before negotiating that job offer, asking for a raise, or whatever it is you have in mind. It is important to know it’s all about the PACE of the negotiation and moving through it in a thoughtful way.
PACE stands for Prepare - Aware - Close - Evaluate and today you’ll be learning all about the key to success as a negotiator: Preparation!
A look at what I talked about: [00:01:13] The process of negotiation. [00:02:08] How I see negotiation. [00:03:24] It’s all about the PACE. [00:04:10] The key to success: preparation. [00:05:57] The best practices for preparing. [00:06:56] Brainstorming all of the pieces of leverage. [00:09:57] BATNA: Best alternative to a negotiated agreement. [00:11:40] Dream about the best possible outcome. [00:14:11] The importance of preparation.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Creating situation awareness to succeed in a negotiation
00:19:09
When it comes to negotiating it is important to be prepared beforehand, and that preparation also requires us to be aware of the situation we’re about to face. We all have a different relationship with negotiation and I want you to know there are many strategies we can use. But in order to master the practice of negotiating, you need to be aware of the moment!
Join me in this episode to learn the 4 key points around awareness in a negotiation. I’m sharing with all of you my PACE framework so you can integrate this into your every day.
PACE stands for Prepare - Aware - Close - Evaluate and today you’ll be learning all about the second step to success as a negotiator: Being Aware!
A look at what I talked about: [00:01:06] The PACE Framework. [00:03:06] Getting comfortable with negotiation. [00:04:00] Having awareness of the situation. [00:05:50] Being creative and imaginative in a negotiation. [00:10:02] The power of practicing silence. [00:11:40] Never agree to the first offer. [00:13:04] Avoid being too assumptive. [00:15:01] What awareness is really about?
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
How to close the deal in a negotiation + evaluate the results
00:19:40
One of the most difficult moments in a negotiation is when they come to an end. After you’ve prepared and you’re aware of the possible outcomes, it is finally time for those last arguments, so you can come to an agreement with the counterpart. But regardless of the result of said negotiation, it is most important to evaluate every detail to keep improving our skills and become master negotiators!
Join me in this episode to learn about the last but not least important aspects of a negotiation. I’m sharing my PACE Framework with all of you so you can integrate it into your every day.
PACE stands for Prepare - Aware - Close - Evaluate and today you’ll be learning the aspects for you to consider and use whenever you need to finalize a negotiation: Close and Evaluate!
A look at what I talked about: [00:03:34] What is Close about? [00:05:00] Set the expectations for a commitment. [00:06:01] Indicate that the end of the negotiation is near. [00:07:49] Create urgency only if it's legitimate. [00:10:00] Use leverage to illustrate the deal. [00:10:53] Document the details of the negotiation. [00:12:52] What is Evaluate about? [00:13:50] Capture every detail after the deal is closed. [00:14:15] Think about what did and didn’t work. [00:14:37] Identify what you’ll try next time
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Developing your leadership style with Matt McConnell
00:35:40
Matt McConnell is an accomplished global CEO, COO, Entrepreneur, Community Leader, Board Chairman, Independent Director, and Fortune 50 Senior Executive with over 33 years of experience driving profitable revenue growth through the commercialization of technology. He joins us today to share some insight on his career path and his intake on negotiation, advocating for yourself, and leverage.
Tune in to this interesting conversation where Matt shares the strategies he’s used that have made him the great leader he is today. We also discuss corporate politics and how they’ve shaped him along the way and why it is so important to always advocate for yourself.
A look at what we talked about: [00:01:40] Meet Matt McConnell. [00:04:40] Matt McConnell's leadership skills. [00:06:56] Corporate politics and how they shaped him. [00:10:37] Having an objective perspective in the workplace. [00:13:14] Gaining confidence over time. [00:15:20] Creating opportunities for yourself. [00:16:50] Advocate for yourself all the time. [00:22:04] Keeping yourself open to receiving feedback. [00:24:04] Matt McConnell’s way to being a leader. [00:27:10] Matt McConnell’s take on leverage. [00:31:30] The hack to a good relationship.
Blind spots, we all have them, and as much as we want to think we fully know ourselves there’s always another perspective, another point of view that we fail to see. This is exactly where feedback comes in handy, to help us improve and recognize those blind spots.
Join me in this episode to learn about the best practices around feedback. It is essential as professionals to be open to feedback, so we can learn from it, and most importantly have the ability to accept it, process it, and come back and ask questions if needed.
A look at what I talked about: [00:01:27] Talking to your blind spot. [00:03:05] Your relationship with the back of your head. [00:05:05] What are these blind spots? [00:05:40] Questions to my blind spot. [00:07:09] Don’t ask directly for feedback. [00:09:08] Spotting triggers when you receive feedback. [00:10:27] Best practices for feedback. [00:11:23] Take a minute to process feedback. [00:13:51] Ask for specific feedback. [00:15:08] Understanding and being open to feedback.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
When in a negotiation, is it wiser to bring up numbers first or is it better to wait until the other person brings them up? This is called anchoring, which is throwing a number or offer to set the starting point in a negotiation and then adjusting from there. But what are the best practices to use this technique?
Join me in this episode to understand in what scenarios it is best to anchor, how to do it, and how to negotiate in case what you’re being offered is way off from what you had in mind. Let's also remember that being clear about what you want will always be key to portraying a confident front in any negotiation. It’s time to put yourself out there and make those ideas happen!
A look at what I talked about: [00:00:33] Anchoring in negotiation. [00:01:55] Practicing surprise. [00:03:00] My anchoring strategy. [00:03:43] When you should anchor. [00:04:37] People that seed what they want. [00:06:23] Being clear about what you want. [00:07:10] Seeking opportunities. [00:08:37] Tips for your professional development. [00:09:28] The power of anchoring.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
As professionals, it is important to be mindful of how we spend our time, what activities are we spending most of our time on, and whether or not those activities are helping us accomplish our biggest goals. I’ve learned this and so much more from one of my dearest friends, Megan Sumrell, she is an expert in time management, and today I’m sharing some of her wisdom.
Join me in this episode to understand what a time audit is and why you should be more thoughtful about your time. It’s time to stop being a victim of your schedule, take a moment to think about what you’re putting in your calendar, and plan more intentionally!
A look at what I talked about: [00:01:05] Managing your time and schedule. [00:03:40] Doing a time audit to see where you’re spending your time. [00:05:08] The moment of the day when your mind is at its best. [00:06:18] Don’t become a victim of your schedule. [00:08:30] Be mindful about your meetings. [00:10:10] Being intentional about the agenda for your meetings. [00:12:57] Your relationship with time.
Denise Collison SVP of Public Sector Sales at SHI International Corp, joins us today to share a little about her professional journey. Joining SHI right out of college, Denise has spent her entire career, gaining insight and experience in a variety of posts in her tenure as she progressed to her current role as Senior Vice President of Public Sector.
Tune in to this interesting conversation where Denise shares how important it is to stand up for yourself and be your own advocate in your career path, she also mentors those around her to better understand and develop leadership styles based on authenticity and respect.
A look at what we talked about: [00:02:05] Denise Collison's professional journey. [00:05:25] Investing in your own leadership. [00:08:28] Advocating for yourself every step of the way. [00:11:38] The perspective of the leader that’s over you. [00:18:03] Prioritize making time to think about the future of your career. [00:20:34] Purposefully seeking opportunities. [00:24:50] Denise’s experience hosting a book club. [00:27:77] Where Denise’s courage comes from. [00:29:25] Denise’s lens on leverage. [00:32:40] An opportunity that people don’t use a lot.
'No' is a word many of us are so afraid to hear in a negotiation. However, it is essential to understand and be aware of our relationship with it, because as much as we believe 'no' is the easiest word for someone to say, it is not. And because of this, we let the thought of a negative answer stop us from moving forward. Today I’m sharing how to approach it differently!
Join me in this episode to look at ‘no’ in a positive way, a way to make progress, put yourself out there, and let go of the fear of hearing it. Always think of the possibility of a yes before a negotiation, but if the answer is no, don't give up, be curious as to why they said no, and ask for a different thing so that they definitely know you want more.
A look at what I talked about: [00:01:48] There’s so much to the word ‘no’ [00:03:12] Studies show that saying no is not easy. [00:05:09] We avoid hearing a negative answer because we’re afraid. [00:08:34] When we assume that we aren’t worthy we don't move forward. [00:10:40] When you stay silent they assume you’re happy. [00:11:57] ‘No’ can become a ‘Yes’ in the future. [00:13:05] Are you saying ‘no’ enough? [00:13:57] What is your relationship with ‘no’?
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
BATNA is a Harvard foundational negotiation strategy, it means ‘best alternatives to a negotiated agreement’. As professionals, it is fundamental to be prepared and clear about what are the options in case the negotiation doesn't go the way we want to. Because even when we prepare, and think we’ve got every detail covered, the truth is anything can happen, and it is best to have other alternatives.
Every negotiator should know how to use BATNA, so if you haven't heard about this before, this episode is for you! Tune in to learn the best practices in starting to build your BATNA and leverage it, so you can walk into any negotiation feeling more comfortable and confident all the way.
A look at what I talked about: [00:00:35] A Harvard foundational negotiation strategy. [00:01:50] Negotiation is about understanding all the leverages at play. [00:02:20] Why is BATNA foundational? [00:03:40] Consider all of the alternatives. [00:05:52] Sometimes your BATNA is strong and sometimes is not. [00:06:55] Best practices to build your BATNA. [00:08:47] Use your BATNA as leverage. [00:10:37] The strength to define what your walkaway is. [00:12:00] Using technical negotiation terms more often. [00:13:05] Putting BATNA into practice everywhere you can.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
The annual review is an excellent opportunity to know what you’ve accomplished in the previous year and how your performance has been, but it's also a good moment to signal to your supervisor that you're expecting more and ask them to advocate for you. There are in fact a few things you can do to prepare for your annual review, and to be proactive about it.
In today’s episode I’m sharing the story of one of my daughters, Jo. She had her annual review recently and asked me for help and insight to be prepared and ask for more. I know, it’s not easy to be your own advocate, but these tips will help you be ready for this and future negotiations.
A look at what I talked about: [00:00:35] Being proactive about the annual review. [00:01:42] The best approach to ask someone to advocate for you. [00:03:00] It’s hard and uncomfortable to advocate for ourselves. [00:05:28] Why is it important to be prepared before your annual review? [00:06:33] Having responses ready for your annual review day. [00:10:00] Being grateful and showing appreciation goes a long way. [00:11:20] Don’t let your emotions hijack what you want to say. [00:12:30] Think about what’s coming up for you professionally. [00:13:30] Having a script with words you could use.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Morag Barrett, executive coach, leadership expert, and bestselling author of three books joins us today for an interesting conversation about leadership, courage, and vulnerability. Her newest book You, Me, We: Why We All Need a Friend at Work (and How to Show Up As One!) has won four awards, and her dedication, commitment, and curiosity have been key to her success.
Tune in to this rich conversation where she shares her experiences and the choices she made to become the leader she is. One of the best pieces of advice she gave me when I decided to start my own business was ‘go before you're ready’, take advantage of the learning opportunities and ask questions along the way. She inspires me with her wisdom and I’m sure you’ll be inspired after listening to this conversation too!
A look at what we talked about: [00:02:07] Meet Morag Barrett and her professional journey. [00:05:10] How Morag made choices in her career. [00:08:48] Moving past no from a negotiation perspective. [00:10:45] We make an impact on people as leaders. [00:12:30] Questions are the secret. [00:15:00] We need to learn to enjoy silence. [00:17:55] Courage and vulnerability, you don't get one without the other. [00:23:36] Respect when someone is being vulnerable. [00:28:19] Morag lens on leverage.
Suffering from impostor syndrome feels like a really lonely experience, but in reality, that’s not entirely true. Many people around us, even successful and worldwide recognized artists like Tom Hanks and Billy Joel have admitted feeling this way at some point in their lives. But, how did they deal with these feelings and moved through them on their journey to success?
Join me in this episode where I’m sharing some tips to silence the little voice in our heads that’s constantly making us feel like we’re not enough. And let me tell you, you’re not alone, you just need to find the process that works for you to feel more confident, and prepared to crush your insecurities. A look at what I talked about: [00:01:07] The only one with impostor syndrome. [00:02:30] Managing the highs and lows to move forward. [00:03:23] My first tip to manage impostor syndrome. [00:04:45] The aha moment I had while watching Billy Joel. [00:06:33] Advice that we give but we can’t apply ourselves. [00:08:44] We all suffer from impostor syndrome. [00:09:26] The process I’ve learned to be successful. [00:11:17] Find your own process to feel more confident. [00:13:10] My tips for you to overcome your insecurities.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever wondered which negotiation persona you fall into? Prepare to discover your natural tendencies and how to leverage them for successful high-stakes negotiations!
As your negotiation expert host, I'll guide you through the five negotiation personas: self-assured, fearful, uneasy, cautious, and squeamish. By understanding your emotions and natural tendencies, you'll be better equipped to advocate for yourself and achieve the outcomes you desire.
In this solo episode, we'll discuss strategies to overcome challenges associated with each persona and how to prepare for those critical moments. Whether you're a self-assured negotiator like my friend Dan, or someone more cautious or uneasy, you'll learn to become more aware of your emotions during negotiations, leading to increased confidence and success. Don't miss this opportunity to unlock your negotiation potential and become the advocate you're meant to be!
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Mastering influence and everyday negotiation in the workplace
00:17:12
Imagine leading a meeting with such influence that everyone leaves the room excited and eager for the next one. Sounds impossible? Not if you know the secret to building influence in the workplace.
In this episode, I share my personal experience of creating a fun and accountable atmosphere in a cross-departmental meeting, and how important it is to navigate corporate politics effectively. Learn about the research behind having a best friend at work and its impact on job satisfaction – you might be surprised how much difference a great work relationship can make.
But the power of influence doesn't stop there. What if you could conquer your fears and become a master of everyday negotiation? Join me as we explore the essential steps to take before entering any conversation or negotiation, and how to discover what the other party really needs. I share tips on boosting your confidence and embracing the fact that negotiation is truly happening all around us.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
The transformative power of gratitude with Shannon Cassidy
00:35:09
Can you imagine the impact of practicing gratitude daily on your career and personal life? Join me as I sit down with my good friend and experienced executive coach, Shannon Cassidy, to discuss the transformative power of gratitude and the importance of understanding our core values. Shannon shares her journey from corporate America to starting her own business, Bridge Between, where she has honed her skills in the world of executive coaching and facilitation.
In this inspiring conversation, Shannon reveals how she developed a one-line-a-day journal called Grounded in Gratitude, and why she believes that abundance and generosity are directly linked. We explore the subtle shift in perspective that comes from recognizing the little things in life and how this mindset played a crucial role during the pandemic. Shannon also offers valuable insights on how expressing gratitude and embracing feedback can lead to personal growth and unexpected rewards.
Don't miss out on this opportunity to learn from Shannon's wisdom and be inspired on your own journey towards gratitude and success.
Back when I was a technology sales executive, I used to label myself as 'not technical' every time I had a meeting with someone that I considered to be very technical, even though I knew a lot of things engineers knew. Until one time, a lawyer mistook me for an engineer, and it was a wake-up call to rethink how I articulate my skills!
In this episode, I unveil my journey of framing and qualifying my professional skills, urging you to reflect on how you project your talents. I guide you towards making effective tweaks in communication to ensure you're perceived the way you want to be.
I expose the art of advocating for oneself in critical professional negotiations, revealing how to understand the other party's needs while making your expectations clear. Drawing from my book, The Art of Everyday Negotiation Without Manipulation, I offer valuable insights that build your confidence, command respect, and shape you into the leader you're destined to be.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Prepare to transform your negotiation skills and steer yourself to victory even in high-stakes situations. Today I will unveil the power of "CLA", a negotiation strategy that's all about understanding conditions, leveraging strengths, and advocating for yourself. In this episode, we're not just talking about boardroom scenarios, we're exploring how these negotiation principles apply to everyday situations - from making your case for a new role to navigating difficult conversations at work or even at home.
As we journey through this episode, we dive deeper into the importance of being your own advocate, because nobody knows what you need better than you. We delve into how to confidently express your needs and wants, and say goodbye to feeling overwhelmed or unprepared in high-stakes scenarios. The power of negotiation is a secret weapon that we all possess, it's just about learning to use it. And that’s precisely what we’re doing today! So, strap in for a deep dive into negotiation 101 with a powerful twist - the 'CLA'. Remember, negotiation isn't just a skill, it's a lifestyle!
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Awkward conversations, nerve-wracking meetings, or anxiety-inducing negotiations? We've all been there. In this enlightening episode, I spill the beans on skillfully navigating these high-stake situations. Discover the power of understanding your personal 'stake', and how naming these instances as 'high stakes' or 'low stakes' can foster clarity and intention in your approach. Uncover the secrets behind my CLA framework and how it can empower you to handle these potentially overwhelming scenarios with grace and confidence.
This episode will change how you view your daily conversations - from the coffee shop to the boardroom. I'll share with you my insights into leadership leverage, and how understanding the other party's needs can result in successful outcomes. Learn to be your own advocate, negotiate for what you genuinely want and lead with leverage. This episode is your road map to personal and professional empowerment. So, strap in - it's time to level up your negotiation game!
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Negotiation skills from parenting and the military with Jim Collison
00:39:26
Ever thought about how lessons from parenting and military experience can shape your leadership skills? Or how asking the right questions and giving the right advice can have a lasting impact on someone's life? That's what we're uncovering in this enlightening episode with my dear friend, Jim Collison. We journey through Jim's personal experiences, unraveling the complexities of leadership and its remarkable parallels to parenting and the military.
We push the boundaries of conventional leadership norms, exploring the power of vulnerability, and the importance of understanding our strengths and weaknesses. We also touch on the immense value of staying connected with the younger generation, giving us fresh perspectives and innovative ideas.
This chat with Jim is the leadership masterclass you didn't know you needed, one filled with invaluable insights and anecdotes. Whether you're a seasoned leader or a budding professional, you'll find a valuable nugget to take away. So, buckle up and join us on this leadership voyage of discovery.
Are you staying on the back of the elephant as a leader?
00:15:43
Ever wondered how leadership and negotiation go hand in hand? Today we explore this intriguing correlation. This episode will empower you as we scale the ladder of influence from being an individual contributor to managing a team to overseeing an entire landscape as an executive. Our deep dive into leadership will leave you with a novel perspective on your role, whether you are guiding your team from the helm or assisting from the ground.
But we're not done yet! This episode is set to leave you equipped with the knowledge you need to navigate personal and professional negotiations. I'm here to help you unlock your potential and step into the leader you're meant to be. Let's break away from the notion that leadership is about doing everything yourself, and embrace the concept of guiding your team towards success. Don't miss this episode packed with a wealth of knowledge.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Turning difficult conversations into growth opportunities
00:20:04
Are you ready to crack the code on mastering tough dialogues? Let's dive deep into the aspects that often make a conversation difficult - relationships, emotions, timing, and most importantly, our own assumptions. Guided by insights from the book Difficult Conversations, we unravel how we often end up in a battle over intentions and how a slight shift in our approach can greatly enhance the outcome of these discussions.
Today we emphasize the importance of framing these conversations with care and understanding, ensuring they don't escalate into fights. Moreover, as leaders, we have a crucial role to play in making people aware of their impact on others. This episode serves as a robust guide, helping you navigate and master difficult conversations, whether you're a seasoned leader or just embarking on your leadership journey. As an added bonus, we also discuss seeking support and setting a regular rhythm of conversations, giving you all the tools to succeed in this art of conversation.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Imagine having the power to influence, motivate, and inspire those around you. What if I told you these aren’t traits you’re born with, but skills you can learn and refine? Together with our guest, Micah, we'll guide you on this profound journey of self-discovery and growth, exploring the importance of strategic thinking, self-awareness, humility, and the knack of giving feedback. This episode will equip you with the tools to take your leadership capabilities to the next level.
We share our thoughts on how to promote a culture of understanding and grace in the workplace, where people feel valued, not threatened. Lastly, Micah and I discuss the concept of 'Leaders with Leverage', the delicate balance between authority and empathy. Listen in, and unlock the secret to becoming a phenomenal leader!
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever wondered what it's like to be an auctioneer? Join us for a fascinating chat with Kevin Gilbert, a seasoned auctioneer from the UK, and discover the many layers of the auctioning world. From working auctions for cars and livestock to navigating the realms of real estate, Kev shares his diverse experiences and insights, starting from his early days with his antique-dealer father to his now pivotal role in his current firm.
We delve into the shift from in-room to online auctions, that happened after the pandemic, which has exponentially increased the potential buyer base. Kev also gives us a glimpse of how virtual bidding works and the differences in real estate perceptions in the UK. We round off our captivating conversation with Kev by revealing the art of leveraging relationships. This episode is a goldmine of insider insights and practical advice from an auctioneer.
What if there was a way to amplify your presence at work, leaving you feeling less underutilized and more influential? In this episode, we'll navigate the art of internal advocacy - exploring how to increase exposure and leverage positivity in your self-representation, regardless of your personality type. It’s not just about boardrooms and contracts, negotiation is an everyday tool, and I'm here to give you a masterclass.
Negotiation isn’t about manipulation, it's about understanding and meeting needs. Our journey heads into the heart of everyday negotiations, exploring techniques to surge your confidence and dissolve fear. So, whether you're a rising executive feeling unseen or someone simply wanting to grow personally and professionally, this episode holds the keys to transforming your career trajectory and interpersonal relationships. It's time to emerge from the unseen, step into the light, and take charge of your narrative. Tune in and let's ignite that spark together!
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
What if you could transform your communication skills into a powerful tool for effective leadership? Get ready to step into a fresh perspective on communication as we delve into a fascinating chat I had with one of my clients. We explore the magic of questions and how they can be leveraged to understand others better, make them feel heard and valued, and build stronger relationships.
In this episode, I invite you to learn about the art of structuring thoughts and messages to grab attention, convey your ideas clearly, and successfully elicit responses. Understanding the role of a headline in your communication, be it in meetings or emails, can make an unforgettable impression. Tune in for an enlightening episode on leading with leverage through effective communication.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Observations from seasoned executive leaders with Jacob Warwick & James Capps
00:31:08
Ever wondered how to build real influence within your team? How to make transparency and trust a reality rather than just buzzwords? Today I'm joined by Jacob Warwick and James Capps to embark on a mission to illuminate the often-overlooked aspects of leadership, delving into the art of effective communication and the power of authenticity.
Navigating the challenges of leadership, we dissected the role of cascading information in building trust and highlighted the importance of replication in communication. We also peeled back the layers of the complexities of the organizational middle ground, a space often neglected despite a leader's best efforts.
In this episode, Jacob and James opened up about their leadership journeys, emphasizing the role of active listening and goal-setting beyond titles. Rounding out the discussion with a deep dive into negotiation, we shared insights on maintaining relationships while negotiating and the vital role of character and integrity. Tune in for an enriching exploration of leadership dynamics.
What’s on the other side of imposter syndrome with Maika Leibbrandt
00:37:19
What if the imposter syndrome you've been battling isn't a curse, but an opportunity? The intriguing idea is what Maika Leibbrandt, an executive coach with a passion for abundance and service, and I dissect in our enlightening chat. Maika unveils a fresh perspective on imposter syndrome, suggesting it's not a condition to be "suffered", but rather a chance to dig deeper and bridge the gap between self-doubt and self-belief.
Maika and I delve into the delicate balancing act of coaching others while also pinpointing your unique skillset. We share insights on how focusing on serving others instead of self can lead to a liberating self-realization, and how observing your conduct can help understand your true value. This conversation leads us to discuss the importance of credibility, self-reflection, and their roles in overcoming imposter syndrome, advocating for oneself, and taking charge of one’s career growth.
In this episode, we underscore the importance of stepping back, observing ourselves, and understanding the role we play in the world. Additionally, we shed light on the importance of credibility and how it plays into overcoming imposter syndrome. So, tune in, dive deep, and let's transform that self-doubt into self-belief!
Do you ever feel like your voice is unheard in meetings or social settings because you're an introvert? This episode features a heart-to-heart with Kelly Dillon, a strategist at Remax, to explore the art of building influence as an introvert. Kelly generously shares her journey of cultivating meaningful relationships one-on-one and gaining confidence in larger groups. She dives into her personal strategies, like challenging herself to be the first to speak up in meetings and ensuring her voice commands attention when she does.
But it doesn't stop there. This episode also explores the pivotal role of mentors in boosting our confidence and aiding our growth. Kelly opens up about how her mentors have encouraged her to navigate difficult conversations and advocate for herself. We delve into the preparation needed for any negotiation, understanding the other party's needs, and beating those negotiation jitters. So, tune in, glean some wisdom, and learn to leverage your leadership, influence skills, and everyday negotiation.
Ever wondered how the undercurrent of negativity can stealthily sabotage your workplace? Buckle up, as Kelly Dillon and I, dissect the anatomy of negative influence and its damaging implications on trust and teamwork. We spotlight the different ways in which negativity can lurk beneath the surface, be it through direct or indirect behavior, and how insecurity and uncertainty can fan its flames. More importantly, we share practical insights into managing such situations, underscoring the need for direct feedback and collaborative efforts in building a healthy work atmosphere.
Elevating the conversation, we delve into the intriguing dynamics of influence and leadership in the workplace. Ascending the corporate ladder brings with it a newfound authority that can be a double-edged sword. We discuss the dangers of individuals, particularly those freshly promoted, using their titles as a control mechanism without understanding their influence's breadth and depth. Constructive feedback emerges as the torchbearer, paving the path for mutual trust, respect, and thus creating room for positive influence. Listen in to arm yourself with our valuable tips to identify and neutralize the devastating effects of unchecked negative influence in your workplace.
Do you feel like you're just a floating head on a screen during virtual meetings? Are you struggling with capturing the attention of your audience or team members during virtual presentations? Well, this episode throws light on how you can ace your virtual interactions by making minor modifications, like ensuring that your gaze is fixed on the camera and not at yourself on the screen. It's these tiny nonverbal cues that can make a huge difference in your online presence.
Additionally, we delve into the fascinating world of negotiation - the art of understanding the needs of the other party, while clearly communicating your own. I share various strategies and techniques that can be your game changer, helping you transform into an effective self-advocate. Whether you're a seasoned leader or an aspiring one, the advice shared in this episode will equip you to overcome your negotiation apprehensions and confidently assert yourself when it matters the most. So buckle up and join me, as we lead with leverage.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever wondered how the art of negotiation can propel your career to new heights? Grab a seat as we engage in an enlightening conversation with Todd Porch, president of Strategus, and learn how he harnessed negotiation skills to transform his professional journey. From pleasing people to learning from failures, Todd shares his leadership lessons, offering valuable insights into the art of giving and receiving feedback as well as the dynamics of leadership transitions.
In today's episode, we also touch on the importance of self-awareness, the courage to admit mistakes, and the potential consequences of executives operating below their roles. This is an absolute must-listen for anyone looking to level up their leadership game and excel in their careers.
Ready to master the subtle art of 'managing up' and effectively navigate everyday negotiations? This episode promises to elevate your professional communication skills. Our conversation begins with the unconventional yet essential topic of 'managing up'. This isn't just about your direct report, but everyone around the organization. We share enlightening insights on establishing trust, adapting to your boss's communication style, and bringing forward solutions instead of problems. It's time to revolutionize how you interact with your boss and organization!
But that's not all. Our discussion takes an intriguing twist as we delve into the essentials of everyday negotiation minus the manipulative art. Ever felt jittery before a negotiation? I've got you covered. Learn how to assertively represent yourself, prepare adequately, understand the other party's needs, and articulate your objectives with crystal clarity. Let's bust those fears and boost your confidence and let's get started!
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
As a professional comedian, Stephanie McHugh has connected with hundreds of audiences, making them laugh, think, and feel deeply. Join me, as we pull back the curtain on Stephanie's comedy journey, revealing valuable lessons for leaders and negotiators alike. We'll trace her career from its humble beginnings to her current success.
We'll also uncover the impact of energy, presence, and experience on any performance, whether it's on the comedy stage or in the boardroom. As we delve into the techniques of giants like Will Ferrell and Def Leppard, you'll learn how they handle tough audiences and challenging circumstances. Plus, we'll discuss the importance of staying present, no matter what the situation, and how this can enhance your leadership and negotiation skills. Whether you're negotiating a business deal, leading a team, or just trying to make someone laugh, this conversation will provide valuable insights.
Ever wondered how learning about situational awareness can turn the tide in your favor during negotiations? I've got you covered! Today I will help you understand the pivotal role situational awareness plays in becoming an effective negotiator. Join me to uncover the concept of space in a conversation, and how being conscious of the space you occupy can influence your audience's reception. We also delve into the importance of maintaining a balance in your contributions, so that your voice is heard, but not overpowering.
This episode is packed with key steps to take prior to entering any negotiation, and how to boost your environmental, personal, and interest awareness to influence the outcome effectively. Learn some practical strategies to identify the other party's needs, conquer your fears, and bolster your confidence. Tune in, and discover how to lead with leverage in your negotiations!
In this episode, you'll learn the following: 1. The significance of situational awareness in negotiation and leadership. 2. The importance of matching your contribution in meetings and conversations. 3. The power of asking questions and adding value to the discussion.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Leveraging childhood lessons for leadership success with Joanna Wiesinger
00:24:54
What if the joyful experience of being a grandparent could be the secret to effective leadership? Leadership coach and TEDx speaker, Joanna Wiesinger, shares six invaluable lessons she's learned from her grandchildren that have helped inform her approach to leadership. From the simplicity of playfulness and focusing on strengths, to the significance of clear communication and self-care, Joanna provides interesting insights that can help you become a more efficient leader, at home as well as in the workplace.
Keeping calm under pressure, appreciating your team, and understanding before jumping to solutions, are all essential leadership principles. Joanna delves into these with her own firsthand experiences, offering practical advice to apply in your own leadership journey. If you're looking to enhance your leadership skills, handle team dynamics more effectively, and become a master negotiator, this episode is a must-listen!
In this episode, we talk about the following: 1. How keeping a playful spirit and focusing on your strengths can be helpful for you as a leader. 2. The importance of expressing your needs and celebrating your wins! 3. Being mindful of your reactions in difficult situations and validating your emotions.
Ever felt victimized in your career, suffering through a broken system that leaves you unfulfilled? You're not alone. Lauren Greif, a solopreneur on a mission to eradicate career victimization, joins us today to shed light on this widespread issue, offering a fresh perspective beyond resumes and job titles. Inspired by Simon Sinek's concept, we urge you to reconnect with your 'why' - a crucial first step towards a more satisfying career.
It's not about asking for help straight away but investing in genuine relationships first. Hear real-life success stories of how this approach has helped individuals secure executive positions. The power to create the career you love is just one listen away.
In this episode, we talk about the following: 1. Overcoming the victim mindset when it comes to your career. 2. The importance of knowing your "why" and revisiting your values. 3. The significance of nurturing connections over time to foster opportunities.
Picture this: you're in the middle of a crucial negotiation, the stakes are high, and the pressure is mounting. What if you had a secret weapon up your sleeve to gain an edge, establish trust, and ensure a favorable outcome? Today, we're exploring the art of 'mirroring,' a powerful negotiation strategy that just might be the game-changer you've been waiting for.
But negotiation isn't just a battleground strategy — it's a daily occurrence, whether we realize it or not. We'll tackle fears and boost your confidence, empowering you to take control of your negotiation outcomes. As we wrap up, we'll delve into how this crucial skill is at the cornerstone of professional growth and success. Get ready to lead with leverage and step up your negotiation game!
In this episode, you'll learn the following: 1. The concept of mirroring as a strategy in negotiation. 2. How executives use mirroring in negotiations. 3. Practical tips for incorporating mirroring into your negotiation strategies.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Imagine entering a negotiation with total clarity about your goals, a deep understanding of the other party's needs, and a bulletproof confidence to advocate for yourself. That's the transformative power of cultivating a negotiator mindset, and it's exactly what I will guide you through in this episode. We'll start by exploring the importance of self-awareness and recognizing our values and purpose.
This episode takes you deeper into understanding the needs of your negotiation counterpart and the necessity of clear, well-defined goals before any conversation, and weekly rituals you can start putting in place to work on your negotiator mindset. Get ready to lead with leverage and negotiate your way to success.
In this episode, you'll learn the following: 1. The significance of adopting a negotiator mindset in various aspects of life. 2. Three main components of self-awareness that are crucial for becoming an effective negotiator. 3. Weekly rituals you can implement to develop a negotiator mindset.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever wondered how others perceive you? In this episode, we unlock the secrets of feedback, exploring both spoken and silent cues to guide your professional growth. Today we delve into the invisible influence of unspoken feedback and learn how to decode its subtle language for a better understanding of your professional interactions.
Think of feedback as a mirror reflecting both your visible traits and blind spots. We highlight the importance of seeking and being receptive to feedback, emphasizing the need to understand its context. Not all feedback is accurate or unbiased, so cultivating self-awareness is crucial. Get ready to use feedback as a powerful tool for personal and professional growth!
In this episode, you'll learn the following: 1. The significance of seeking feedback as a leader and professional 2. Practical ways to consider silent feedback. 3. The importance of actively engaging with others in the workplace, expanding connections, and seeking advice to enhance self-awareness.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
What if you could instantly connect with anyone, even in high-pressure situations? Join me to explore emotional awareness, a powerful tool that can help you navigate difficult conversations, build trust, and avoid misunderstandings.
Listen and learn how acknowledging and assessing others' emotions can foster connection and bring about fantastic results. So, gear up for an episode filled with valuable insights on the importance of mindful and intentional communication in high-stakes situations that can positively transform your professional life!
In this episode, you'll learn the following: 1. The significance of recognizing and matching the emotional energy in a room or situation. 2. How acknowledging and validating the emotions of others, individuals can build trust, foster understanding, and create a shared ground for collaboration. 3. How to create harmony and facilitate effective outcomes by understanding and addressing the emotional aspects of any given scenario.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Imagine fostering a culture where every piece of advice propels your team to heightened success, blending trust and strategic direction into a roadmap for future triumphs. In today's episode, we delve into the nuances of unity, trust, and the intricate web of internal networking, revealing how feedback is not merely a managerial task but an advocacy for collective growth and personal evolution.
I'll equip you with the skills to frame feedback constructively, communicate with impact across various professional landscapes, and understand the critical marriage of needs and personal goals. Tune in and transform the way you perceive leadership and feedback, fostering a legacy of growth and empowerment. In this episode, you'll learn the following: 1. The importance of providing feedback beyond the immediate job responsibilities of your team members. 2. The significance of considering team dynamics when providing feedback, instead of focusing solely on individual performance. 3. Learning that feedback is not solely the responsibility of those in hierarchical positions.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Balancing act of stay-at-home dads and power moms with Regina Hutchinson and Jill Stark
00:37:28
Ever wonder how the dynamics of career-driven women and stay-at-home dads unravel in modern families? Today's episode brings you a fascinating exploration of this topic with industry leaders Jill Stark and Regina Hutchinson. We delve into the transformative decisions, societal biases, and financial impacts of reversing traditional domestic roles.
As Jill and Regina open up about their lives, we gain a deeper understanding of the pressures and liberations that come with such an arrangement. They shed light on the importance of support systems and debunk the myths surrounding stay-at-home fathers, empowering more women to take the lead without hesitation. Join us for this empowering discussion that reassures every listener that they're not alone in seeking the perfect blend of professional success and personal contentment.
In this episode, we talk about the following: 1. The importance of having thoughtful and open conversations about individual and family needs, career fulfillment, and financial considerations. 2. How cultivating empathy, makes leaders more understanding and supportive of the diverse needs of their team members. 3. Recognizing different aspects to find ways to maintain a healthy balance between work and personal life.
Have you ever let a golden opportunity slip through your fingers, paralyzed by a nagging voice of self-doubt? I have been there too, and in this episode, I take you through my journey from hesitation to harnessing the power of negotiation in everyday aspects. We unravel the PACE framework, a beacon to navigate through the murky waters of self-imposed limitations, and share how preparing, staying aware, closing confidently, and evaluating can transform your interactions.
The path to self-empowerment is a marathon, not a sprint, and as we lace up for this run, I'll guide you through shifting your mindset for success. We'll dismantle the self-doubt that undermines our achievements and replace it with powerful advocacy for our worth. Whether it's taking the reins in a meeting or simply stating your value boldly, this episode is your starting block for a race towards personal and professional growth.
In this episode, you'll learn the following: 1. The importance of adopting a negotiator's mindset in various aspects of life. 2. The common challenge of self-doubt that many professionals face. 3. The significance of effective communication and self-advocacy.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Have you ever wondered why just showing up isn't always enough? In this episode, let's embark on a journey together to unravel the transformative power of embracing a negotiator mindset. Reflecting on personal experiences, I share practical insights on how adopting a negotiator mindset can enhance preparedness, boost confidence, and increase effectiveness.
From strategic meeting presence to the value of physically engaging with colleagues in the office, I delve into actionable tips for actively shaping one's presence. Emphasizing the enduring power of building connections beyond the confines of daily work, encouraging regular outreach to one's network, and contributing valuable content. Let's shift from merely showing up to the empowering realization of actively being seen!
In this episode, you'll learn the following: 1. The importance of adopting a negotiator mindset in both personal and professional situations. 2. The significance of being seen and making an impact in professional settings. 3. The importance of building visibility beyond routine work interactions.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Have you ever caught yourself checking emails during a conversation or planning your next meal while on a call? If so, this episode is the wake-up call you didn't know you needed. Join me to take a deep dive into the elusive art of presence and the illusion that is multitasking. Together, we'll uncover the compelling reasons why our brains resist task-juggling and the impact this has on leadership and communication.
Leaning into the crux of negotiations and meetings, I'll share with you the negotiator's secret sauce: undisturbed focus. We'll unpack a treasure trove of practical tips for ridding yourself of interruptions and maximizing mental sharpness, ensuring your interactions aren't just successful, but memorable. So, gear up to embrace this mindset and become the future leader you're meant to be—one fully engaged conversation at a time.
In this episode, you'll learn the following: 1. The significance of being fully present and attentive during conversations. 2. The negative effects of multitasking. 3. How to reframe multitasking by adopting a negotiator's mindset.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Unlock the secrets to a powerful negotiator's mindset with me, as I share my treasured insights from climbing the executive ladder and reveal the transformative impact negotiation can have on your life. By weaving in personal experiences, we'll uncover the essence of strategic thinking and preparedness. This episode isn't just about anecdotes; it's a practical guide to advocating for yourself with poise in critical moments and redefining negotiation as an everyday skill that continuously shapes your decisions and interactions.
Step into the world of elite negotiation tactics and learn the subtle art of using silence to your advantage, both at the bargaining table and in cultivating deeper connections through active listening. Whether you're facing a high-stakes business deal or a personal conflict, adopting the 'stop, start, and continue' methodology will refine your approach and set you on a path of relentless growth. This is an open invitation to embrace negotiation as a game-changing tool, and I'm thrilled to guide you on this journey to empowerment and opportunity.
In this episode, you'll learn the following: 1. The importance of using the word "negotiation" to become more comfortable with it and shift the mindset. 2. The power of silence in negotiation, both as a tool for listening and as a display of confidence. 3. How to identify situations that are high stakes, and prepare and think like a negotiator before entering those situations.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Unleash your inner negotiating powerhouse with me and the wisdom of James Capps, a dear friend and tech executive with a trove of global expertise. Join us to dissect the multifaceted nature of power in professional advocacy, revealing the four dimensions that can make or break your negotiating prowess. Whether you're battling perceived power imbalances or navigating tricky relationship dynamics, our conversation will equip you with the insights to turn the tables in your favor.
This episode peels back the layers of communication strategies that can help you rise above the challenge, even when the odds seem stacked against you. Learn how to recognize and dismantle emotional triggers, apply humor judiciously, and set clear goals to build rapport and negotiate from solid ground. Whether you're a seasoned negotiator or just starting, this conversation promises to elevate your skills and transform the way you approach professional advocacy
In this episode, we talk about the following: 1. The importance of anticipating power dynamics in negotiations or challenging conversations. 2. We emphasize the need to have a plan to neutralize one's mindset when faced with unexpected power dynamics. 3. The importance of clarity in setting expectations and goals.
Unlock the power of strategic negotiation as I guide you through the art of leveraging for success in every walk of life. This episode is a treasure trove of insights into how leverage, when used wisely, can be your most potent ally in both professional and personal realms. We'll dissect the negotiator's mindset and share real-life stories that illustrate the transformative power of knowing your leverage points. From understanding what truly matters in a negotiation to the crucial role of preparation, you'll walk away with actionable strategies that will shift the balance in your favor.
Embrace the opportunity to amplify your professional growth with tactics that go beyond mere conversation. We'll explore the significance of identifying your best alternative to a negotiated agreement (BATNA) and how creating ethical urgency can be a game-changer. Let's navigate the intricate dance of negotiation together, arming you with the tools to lead with confidence and intention.
In this episode, you'll learn the following: 1. Understanding leverage in any negotiation or high-stakes situation. 2. Mapping out alternatives (BATNA) as a crucial step in negotiation strategy. 3. The role of creating urgency or scarcity in negotiations.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Have you ever felt like you're talking, but nobody's really listening? Join me to peel back the layers of negotiation and reveal how the power of active listening reshapes our interactions and outcomes. This episode is a journey through the heart of communication, where I'll share intimate stories and insights on being truly present—a skill that's transformative in both boardrooms and living rooms. We tackle the challenges that keep us from engaging fully with those around us and provide you with the keys to unlock deeper connections without compromising your position.
Here, you'll discover practical steps to elevate your listening game, turning every conversation into an opportunity for growth and understanding. I demonstrate how self-observation and thoughtful questioning can lead to more meaningful dialogues, fostering trust and demonstrating genuine care. These are the building blocks for becoming an influential communicator and negotiator. So, if you're ready to change the way you interact with the world, one conversation at a time, let's embark on this transformative path together.
In this episode, I talk about the following: 1. The importance of active listening in negotiation and everyday conversations. 2. Challenging oneself to ask more questions rather than focusing on what to say next. 3. Self-reflection and a commitment to continuous improvement in listening skills.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Have you ever pondered the strength that resides in the quiet moments between words? This episode peels back the layers of silence in the sphere of negotiation and communication, revealing how this often-overlooked tool can shift the power balance and lead to more favorable outcomes. Through stories from the boardroom and beyond, we walk you through the nuanced art of silence.
We don't just stop at the negotiating table; this episode is a holistic call to action for anyone looking to refine their conversational prowess. Discover actionable strategies to integrate moments of quiet into your daily interactions, giving others—and yourself—the space to reflect and respond. As we navigate through scenarios both in high-stakes environments and everyday life, learn to harness the profound impact of silence. It's not simply a tactic, but a path to becoming a more attentive listener, a more intentional speaker, and ultimately, a person who cultivates deeper connections with those around them.
In this episode, I talk about the following: 1. The power of silence in negotiations and everyday life. 2. Practicing silence that requires intention and preparation. 3. The stop, start, and continue approach.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Prepare to anchor your way to success, as we unravel the masterful technique that can make or break your negotiations and accelerate your career growth. Anchoring isn't just about throwing out the first number—it's about setting the tone for all that follows, steering the conversation, and influencing outcomes in your favor. We explore the strategic importance of anchoring in negotiations, revealing how a well-placed figure can dramatically adjust perceptions and expectations.
Ever wondered how to subtly influence your boss or reshape a superior’s perspective to recognize your full potential? It’s all in the art of conversation and the seeds you plant during those pivotal moments. We discuss how research, preparedness, and the strategic use of silence can portray confidence and shape your career trajectory. Whether you're discussing a raise or eyeing a promotion, this episode is your guide to speaking volumes without saying a word and ensuring your aspirations are not just heard but acted upon.
In this episode, I talk about the following: 1. The significance of anchoring in negotiation and how it influences the outcome of discussions. 2. The importance of practicing silence after anchoring a concept or number in negotiations. 3. The importance of framing the number or idea before presenting it in negotiations.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Unlock the strategies that can turn you into a negotiation powerhouse, as I guide you through the intricacies of BATNA—your secret weapon in any bargaining scenario. Imagine entering every negotiation with the confidence that you hold all the cards. That's the kind of transformation we're talking about here.
From career-defining moments to everyday transactions, I'll share personal tales and expert insights, equipping you with the tools to craft your best alternative to a negotiated agreement. It's not just about winning; it's about creating a dynamic where you dictate the terms from a position of unmistakable strength.
In this episode, I talk about the following: 1. Having alternatives as key to reducing emotional attachment to a single outcome. 2. Learning to say no, particularly when you have viable alternatives, as a powerful strategic tool in negotiations. 3. Identifying alternatives and applying negotiation strategies in different situations for personal and professional growth.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Why is influence such a powerful force in our lives? Today, we'll delve into this captivating topic, challenging us to question our equation with others and the power of influence in our lives. Through stories and insights, I'll unravel the complexities of building influence, emphasizing the importance of genuine connection and trust. From negotiating tactics to leadership dynamics, influence emerges as a cornerstone of success.
But how can you harness it effectively? Tune in to discover three actionable tips to cultivate your influence, empowering you to inspire change and lead with impact. Join the conversation and embark on a journey to transform your mindset. Because in the realm of influence, every interaction shapes the narrative of your success.
In this episode, I talk about the following: 1. The importance of influence in various contexts, including leadership within organizations. 2. How influence plays a crucial role in negotiation dynamics. 3. Practical tips for individuals looking to enhance their influence.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Unlock the potent strategy that can reshape your negotiations and lead you to triumph—mastering the art of the ask. In this episode, I guide you through the transformative journey of asking questions that do more than just solicit answers; they unravel the core interests of your counterparts and pave the way for innovative solutions.
I'll share how this technique altered the trajectory of pivotal deals, morphing simple conversations into relationship-building opportunities and deal closures. By embracing a negotiator's mindset and deploying purposeful curiosity, you'll learn how to craft questions that go beyond the surface, fostering creativity and possibly leading to more favorable outcomes than you ever anticipated.
In this episode, I talk about the following: 1. Anticipating and understanding the interests of the other party. 2. Practicing silence after asking a question in high-stakes situations. 3. Making it a regular practice to have three questions ready for any high-stakes situation.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Unlock the transformative power of strategic framing in your negotiations. This episode is a deep dive into how setting the right tone and carefully curating your conversation can pave the way to successful outcomes. As we unravel the journey of mutual understanding, you'll learn to invite others to see things from your perspective, fostering a collaborative environment that's primed for reaching agreements.
Today I share three indispensable tips to arm you for your next high-stakes talk, whether it's a contract renewal or a complex negotiation. You'll discover how to start with the end in mind, articulate the interests of all parties involved, and maintain a positive tone amidst challenges. These strategies are not just theoretical—they're actionable and proven to create an atmosphere where everyone feels valued and heard, essential components for collaborative success.
In this episode, I talk about the following: 1. Importance of framing the conversation and framing one's ask in negotiation. 2. How framing can be used effectively to achieve desired outcomes in various contexts. 3. Practical tips for leveraging framing techniques in conversations.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever wondered how the simple act of staying silent could amplify your leadership and negotiation skills? Prepare to be enlightened as Dr. Katie Ervin, CEO of Catalyst Development, joins us to unpack the strategic power of pausing. Together, we dissect how a moment of quiet can not only boost your emotional intelligence but also shape the dynamics of a conversation, ensuring every voice is valued and heard.
In this episode, we’re equipping you with actionable strategies to refine your conversational prowess. You'll find practical methods for incorporating intentional silence into your daily interactions, transforming every meeting and discussion you partake in. So, brace yourself to harness the unspoken force of silence, and let's revolutionize the way we communicate in the professional world, one pause at a time.
In this episode, we talk about the following: 1. The importance and power of silence in negotiation and leadership. 2. Strategies for incorporating silence into leadership practices. 3. Tips for accountability and continued improvement in practicing silence.
Feeling out of your element when emotions run high during negotiations? You're not alone. I'm here to guide you through the turbulent waters of negotiation emotions. Whether it's the jolt of surprise or the heat of anger, understanding these feelings can mean the difference between retreating and achieving your goals. Throughout my own encounters, I've seen firsthand how emotions play a pivotal role at the negotiating table – and I'm ready to share these stories and strategies with you.
Today, I'm handing you the keys to mastering your emotional responses. With practical tips like labeling your emotions, embracing the quiet moments, and thorough preparation, you'll be equipped to handle any curveball thrown your way. Tune in and let's tackle the challenges and triumphs of negotiation together, empowering your career and creating new paths to success.
In this episode, I talk about the following: 1. Importance of recognizing and labeling emotions 2. Strategies to place to manage responses effectively. 3. Preparation and continual improvement.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever wondered about the unexpected strength a simple "no" can wield? Join me in unraveling the underestimated power of this two-letter word alongside negotiation experts. This episode is an empowering journey to discover how "no" can define your boundaries and earn you respect. We'll share personal anecdotes, laugh at the ridiculous lengths some go to avoid rejection and equip you with the tools to turn fear on its head. "No" isn't just a word; it's a secret weapon in negotiation that I'm teaching you to master.
Prepare to transform your mindset as we tackle the art of negotiation head-on, examining the role "no" plays in our daily interactions. I'm providing actionable strategies to handle "no" with grace and curiosity. Exploring the psychological impact of rejection, we encourage a shift from knee-jerk affirmations to intentional and strategic responses. By embracing your ability to say "no," you'll find the pathway to more "yes" outcomes in life’s negotiations. Tune in, and let's move beyond the fear, together, to ask for—and receive—more from the world around us.
In this episode, I cover the following: 1. Saying 'no' and creating boundaries. 2. Navigating 'no' in negotiations. 3. Practical tips for improving your relationship with the word 'no'.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Dive into the essential world of negotiation with me and discover how to turn preparation into your winning tactic. I'll reveal the strategic game plan that turns high-stakes conversations from nerve-wracking to triumph, sharing personal stories of underpreparation and the euphoria of skillfully negotiated wins. With every anecdote and expert insight, you'll learn how to craft your objectives, leverage your position, and always have a savvy fallback to keep you in control of any deal-making scenario.
Feel the pulse of intense discussions as we explore the emotional aspects of negotiation, learning to master the heat of the moment with poise and preparation. I'll guide you through an exercise that challenges your current strategies and refines your approach to be all-encompassing, from mental readiness to the anticipation of every possible turn. So, suit up and step into the negotiation arena with the confidence of a seasoned pro, ready to steer your career towards unprecedented success.
In this episode, I cover the following: 1. Understanding the level of preparation of the other party in a negotiation. 2. Anticipating emotions and framing/reframing the conversation. 3. Identifying alternatives and considering various scenarios.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Unlock the leadership prowess that lies within you as Diana Cano, a transformative figure in IT leadership, joins us to distill her vast experience into powerful strategies for your career advancement. From the factory floor to the forefront of tech innovation, Diana's approach intertwines engineering principles with astute business acumen, offering a compelling narrative on simplicity in solution design and adaptability in the face of change.
Brace yourself for an exploration of the art of framing, where Diana lays out her blueprint to seize attention and communicate with unambiguous clarity. Grasping the nettle of complexity in negotiations, she guides us through the labyrinth of options to unearth outcomes that resonate with all stakeholders. Her storytelling prowess, seasoned with the 'why, what, and how' framework, not only captivates but also aligns and motivates, ensuring you leave with an arsenal of actionable advice to mold your professional conversations to your advantage.
In this episode, we talk about the following: 1. Diana's career journey from factory automation engineering to IT management. 2. The importance of framing in negotiation. 3. Tips for effective framing.
Ever found yourself locked in a negotiation, palms sweating, as the fear of walking away empty-handed looms over you? Today, I delve into the transformative power of mindset in both our professional and personal haggles. I'll uncover the crippling effects of the scarcity mindset—a knee-jerk belief in a lack of options that narrows our vision and hampers our success, as opposed to the abundance mindset, shedding light on research-backed benefits of positive, confident approaches.
Join me as we navigate the intricacies of a negotiator's mind through true tales and professional conquests. I'll recount anecdotes to vividly illustrate how scarcity thinking can stealthily dictate our choices. But I don't stop at mere stories; I'm here to arm you with strategies like developing a robust BATNA to broaden your horizons and bolster your negotiation prowess.
In this episode, we'll cover: 1. Understanding the scarcity mindset and its impact on confidence. 2. The significance of adopting an abundance mindset in negotiations. 3. Practical tips for overcoming the scarcity mindset.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever wondered how your mindset affects the outcome of your negotiations? In this episode, we dive into the power of a positive mindset. By examining the contrast between positive and negative outlooks, we uncover how focusing on potential benefits rather than risks can significantly enhance negotiation outcomes.
Drawing from research studies and personal anecdotes, I illustrate how a positive mindset fosters confidence, creativity, and collaboration, leading to more successful and satisfying results. With practical tips and real-life examples, I'm offering you actionable strategies to apply this mindset shift in your own high-stakes conversations. Join me to explore how adopting a negotiator's mindset can unlock new opportunities and improve your negotiation skills.
In this episode, we'll cover: 1. The impact of mindset on negotiation outcomes. 2. Practical tips for developing a positive negotiation mindset. 3. The importance of intentionality and preparation.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Unlock the door to building trust and rapport in your professional interactions! Let's delve into the subtle yet transformative negotiation tactic of mirroring that goes beyond mere imitation. By aligning gestures, language, and energy with those across the table, we can foster a deeper connection that paves the way for successful outcomes. From personal experiences to the wisdom of industry professionals, we'll explore how this strategic approach can be your secret weapon in not only negotiating but also in amplifying your leadership potential.
In this episode, we'll cover: 1. Mirroring as a negotiation strategy: observing and matching behaviors. 2. Tips for effectively using mirroring in negotiations. 3. How mirroring can build rapport, trust, and psychological safety.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Virtual presence and non-verbal influence with Tracy Phillips
00:26:47
Ever wondered how much of your message is conveyed without saying a word? Unlock the secrets of non-verbal communication with Tracy Phillips, a video and visibility expert with over two decades of experience and an Emmy nomination for her documentary work. Tracy reveals that a whopping 93% of communication is non-verbal, emphasizing the immense power of body language and tone in professional settings. Learn how to authentically and confidently present yourself in meetings, negotiations, and everyday interactions to elevate your leadership presence.
Transform your virtual interactions by mastering your digital presence. Tracy shares expert tips on optimizing lighting, camera positioning, and maintaining eye contact to foster trust and connection through the screen. Discover the subtle yet impactful role of showing up visibly in virtual meetings, using small gestures, and active participation to stand out and build influence—especially in environments with senior leaders or teams filled with introverts and engineers.
In this episode, we talk about the following: 1. Importance of nonverbal communication in professional settings. 2. Techniques for improving virtual presence. 3. Self-evaluation and continuous improvement.
Ever wondered why those around you seem to catch things about your behavior that you never notice? In this episode, we unlock the mysteries of blind spots in leadership and negotiation. Inspired by the book "Thanks for the Feedback," I take you through my journey of spotting those hidden facets of ourselves that only others can see and how they've influenced my professional interactions.
Learn how to proactively seek insights, manage your emotional reactions, and decode the indirect feedback from your environment. These strategies are designed to enhance your understanding of your blind spots, leading to stronger personal and professional connections.
In this episode, we'll cover: 1. What blind spots are and how these can affect self-awareness and behavior. 2. Embracing feedback to improve and gain a better understanding of oneself. 3. Managing emotional responses and observing environmental cues to better understand how others view us.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Imagine having the power to shape your professional future by taking proactive steps today. In this episode, I share my journey and the lessons learned from relying solely on others for career advancement, emphasizing the significance of cultivating self-awareness and regularly assessing your growth areas. By clearly defining and communicating your career aspirations to your boss and senior leaders, you’ll not only open doors to new opportunities but also enhance your ability to negotiate effectively.
Let's tackle the often paralyzing fear of not being ready and highlights the importance of strategic self-advocacy. We'll explore the value of reflecting on missed chances and identifying skill gaps. Learn how to be proactive in setting career goals and how to communicate these to your superiors. By adopting a mindset centered on strategic thinking and leadership, you'll be better positioned to advance in your career, even before you think you're ready.
In this episode, we'll cover: 1. Importance of regularly reflecting on personal career. 2. Effective communication of career aspirations. 3. The significance of preparing thoroughly for negotiations.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
What if self-awareness could be your secret weapon for career advancement? Join me to unpack all there is to know about having self-awareness, which isn’t a natural gift but a cultivated practice. Discover how understanding your emotions, values, and behaviors can profoundly impact your leadership and enhance your emotional intelligence and job satisfaction.
We’ll delve into the nuances of internal versus external self-awareness and reveal how the best leaders harness both to inspire their teams. Gain insights on techniques like journaling, reflective practices, seeking feedback, and taking assessments to develop this indispensable skill and learn why viewing situations from multiple angles and remaining open to feedback can propel your personal and professional growth.
In this episode, we'll cover: 1. What self-awareness truly entails and its importance in professional growth. 2. Techniques for cultivating self-awareness. 3. How self-awareness positively affects leadership effectiveness, career progression, and overall job satisfaction.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Struggling with burnout or feeling like you're constantly at the bottom of your to-do list? You're not alone! Gemma Toner, founder and CEO of Tone Networks is joining us today to open up about her personal experience with burnout and the practical steps she took towards self-care. You'll hear firsthand how mentorship, executive coaching, and navigating limited resources have been crucial in her career.
Learn about Tone Networks, the platform she created to provide easy and accessible learning for busy professionals. We discuss the unique challenges modern busyness culture presents, especially for women, and why it's essential to carve out time for reflection and growth.
In this episode, we talk about the following: 1. Creation and mission of Tone Networks. 2. Importance of investing in yourself. 3. Actionable strategies for investing in oneself.
Unlock the secrets of power dynamics in negotiation and transform your approach to high-stakes conversations. Today we explore how understanding the four key types of power—relationship, situational, hierarchical, and perceived—can alter your negotiation outcomes.
I'll share some examples of how power dynamics impact real-world scenarios, so you can learn how positional power, like the influence a COO holds, dictates behavior in meetings, and how situational power can be leveraged to foster better relationships. Whether you’re a seasoned leader or just starting out, this episode is packed with strategies to accelerate your professional growth and create valuable opportunities.
In this episode, we'll cover: 1. The concept of power in negotiations and interactions. 2. How to observe and utilize power dynamics. 3. Practical application of power awareness.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever wondered if your boss really has the power to help you climb the career ladder? In this episode, I'll equip you with the knowledge to identify decision-makers who genuinely support your professional aspirations.
Through real-life examples, we tackle how to recognize if the person you’re negotiating with can truly advocate for you. Avoid the trap of negotiating with yourself and ensure your career goals are backed by those with the authority to make things happen.
In this episode, we'll cover: 1. Identifying if your boss is an effective advocate 2. Determining if you're negotiating with the actual decision-maker 3. Strategies for when you're not dealing with the decision-maker
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Have you ever wondered how your personality type influences your negotiations? Today we'll dive into the world of personality traits to uncover the unique strengths of extroverts, introverts, and ambiverts. Discover how extroverts' love for social interaction and storytelling, introverts' prowess in thoughtful listening, and ambiverts' perfect blend of both create a winning formula in negotiations. With research-backed findings, we'll explore why ambiverts excel in sales roles and how you can emulate their balanced approach to boost your negotiation skills.
Enhance your communication and negotiation strategies by understanding and adapting to different personality traits. I'm sharing practical tips for reflecting on past negotiations, balancing speaking and listening, and preparing effectively for future interactions. By observing yourself and seeking feedback, you'll learn to fine-tune your approach for more successful outcomes.
In this episode, we'll cover: 1. Understanding personality types and their impact on negotiation skills. 2. Which personality type tends to be the most effective in sales and negotiation. 3. Tips for adapting your communication style based on personality traits.
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
What Do I Do if I Don’t Respect My Boss? with James Capps
00:30:47
Have you ever struggled with a difficult boss and wondered how to maintain your professional integrity? In this episode, James Capps joins me to share actionable strategies for shifting your perspective, viewing your boss as a colleague rather than a parental figure. We discuss how this mindset shift can alleviate workplace tension and enhance your productivity.
We explore the significance of separating personal feelings from professional responsibilities, and we delve into how ego and lack of respect can cloud your judgment. With practical strategies, we guide you on navigating leadership challenges effectively, helping you stay focused on your goals even within a challenging organizational structure.
In this episode, we talk about the following: 1. Reframing your perspective on working with a boss you don't respect. 2. The importance of learning from a challenging boss by observing their mistakes. 3. Navigating around an ineffective boss to advocate for yourself and maintain your career trajectory.
Ever walked away from a negotiation with that nagging "Did I get a good deal?" feeling? Say goodbye to those doubts! In this episode, I'm pulling back the curtain on negotiation mastery. You'll learn how to enter any negotiation armed with crystal-clear objectives and a bulletproof strategy. I'll dive deep into the game-changing concepts of your negotiation "ceiling" and "floor," and I'll introduce you to your new secret weapon: BATNA (Best Alternative to a Negotiated Agreement).
In this episode, we'll cover: 1. The foolproof formula for knowing if you've nailed a good deal 2. How to set your "floor" and "ceiling" like a pro negotiator 3. Insider tips to banish that pesky negotiator's "hangover" for good
The Negotiator's Toolbox is now available! Get $100 off when you use code TOOLBOX at www.negotiationlove.com
Ever felt the struggle of asserting your self-worth? Mindset coach and team facilitator Maki Moussavi joins me to dive deep into unleashing your true value. We explore how high achievers can break free from self-imposed limitations and embrace their full potential. Discover powerful strategies to boost your self-worth, overcome fear, and make decisions with confidence. Learn how to recognize and address the internal fears that can hinder your personal and professional growth, and begin advocating for yourself more effectively in negotiations and beyond.
In this episode, we talk about the following: 1. Mindset and self-worth for high achievers. 2. Overcoming self-limiting beliefs and behaviors. 3. Tips for developing a stronger mindset.
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