In this episode of the Legend Effect, host Howie Chan interviews Fotini Iconomopoulos, known as THE negotiator, she teaches negotiation with empathy, strategy, and a lot of real talk, and has taught thousands how to win without making others lose.
They delve into negotiating effectively, with lasting positive results, not just in business, but in life. Be prepared to never think of negotiation the same way again. The discussion emphasizes that good negotiations are those in which both sides walk away satisfied, rather than just one.
Fotini provides practical tips for business owners to avoid the negotiation traps they often fall into and establish sustainable client relationships that yield long-term benefits, as well as ways to navigate cross-cultural negotiations, circumvent temper tantrums, and become a more effective speaker.
Episode Breakdown:
03:32 How Fotini negotiated away a hospital bill
05:49 How it all started
07:13 Negotiation goes far beyond the boardroom
08:49 Winning a negotiation isn’t actually a good idea, strive for this instead
11:08 Say less, get more
13:24 When following a script made for others backfired
16:51 Navigating the reality of bias in negotiations
21:11 A simple shift that will give you more power when negotiating with prospects
25:21 The 3 C’s of likeability that will help you successfully reach out to prospects
29:23 How going into autopilot keeps us from our best interests
31:32 Why negotiation skills matter for both individuals and society as a whole
36:33 How to negotiate with people from different cultures and backgrounds
40:17 Don’t say everything, say what matters
44:12 A different way to approach speaking gigs that’ll make you more effective
49:05 How to prevent temper tantrums (from either kids or adults)
51:13 Negotiating with yourself with self-compassion for positive outcomes
55:44 A letter to Fotini’s younger self
From Our Guest:
Get the book, Say Less, Get More.
Catch up with my interview with Will Storr in episode 17 of the podcast: Storytelling: The TRUTH About What It Means to Be Human And The Secret to Influence with Legend Will Storr.
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